Territory Sales Head

Job Purpose
Plan, assign and monitor territory level targets in line with Regional plan, achieve sales, realization and collection targets by building relationship with channel partners and implement sales promotional & advertisement activities within the assigned area (Depot).

Job Context & Major Challenges
UltraTech Cement is the largest cement manufacturer in India with an installed capacity of about 68 million tonnes. The company has production facilities in 17 locations spread across the country and has plans to grow further than acquisition and green field expansion. The Ultratech brand occupies a premium position with a market capitalization of Rs crores. The Indian cement industry has a capacity of 409 million tonnes and a supply demand gap putting pressure of prices due to excess capacity. The market has strong regional Indian and MNC players in each Zone and has strong brand competition.

The challenge will be to create compelling differentiation in Cement sales for achieving premium in pricing & exceeding Customers' expectations through service excellence. Align & adopt a "One UltraTech" approach and leverage on strong relationship with channel partners to provide end to end construction solutions and stay ahead of the competition.

Key Result Areas
KRA (Accountabilities) (Max 1325 Characters)
Supporting Actions (Max 1325 Characters)
KRA1 Branding and Improving Brand Equity (A)Organize promotional activity as per the

plan for Territory in order to drive positive

brand equity index

(R) Identify the locations for the hoarding

placement, wall paintings etc. and timely

distribution of the sales promotion material

KRA2 Business Delivery Ensure easy availability and replenishment of allied products as per agreed SLAs, communication of pricing, discounts of allied products to UBS outlets.

• (A) Ensure the achievement of the sales target for the Depot (including UBS allied products) at agreed price positions
• (A) Ensure timely collection of payments for keeping receivables under control / follow-up for timely collection of payment against sold material in the assigned area
• (A) Follow up with Zonal coordinator-UBS for setting up of UBS of identified counters
• (R) Recommend credit limit for high value customers and monitor the receivables
• (R) Ensure implementation of the norms related to Sales administration, Debtors, Receivables and Inventory control as prescribed by the Zonal office

KRA3 Business Development

• (R) Co-ordinate with allied product vendors for business development of UBS format
• (R,A) Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers

KRA4 Channel Management

• (A) Collect the security deposit at the time of appointment dealer and enhance it according to the norms of the company and exposure in the market place
• (A) Identify channel partners for prospective UBS format and develop UBS stores
• (R) Monitor dealer's / customer's credit worthiness and alert management in case of any adverse developments

Plan for expansion of dealer / retailer network with Depot Heads based on CEMTRAK DPI's

KRA5 Competition Tracking

• (A) Obtain first hand information about competitors at retailer level on Cemtrak parameters (NR, DOD, CS, ACV, MS).
• (R) Develop suitable market intelligence system and keep track of competitors' activities in the areas of sales promotion, orders, supplies and product innovations by interaction with customers, agents, competitors, trade associations and professional bodies

KRA6 Customer Service and Responsiveness

• (A) Provide effective customer care service and attend the product and service related queries and resolve grievances as per SLAs to ensure customer loyalty and satisfaction

KRA7 People Management

• (R,A) Drive and lead team initiatives, promote effective communication to align and build engagement among team members

KRA8 Planning and Budgeting

• (R,A) Plan, assign and monitor Territory level targets to ensure yearly P&B (volume, market share, product mix, market mix, NCR, iOutperform) numbers are achieved

KRA9 Sales and Marketing Plan

• (R,A) Derive sales plan with dealer and retailer, product-wise, month wise to ensure desired counter share and market share achievement
• (R) Formulate pricing strategy for various markets in alignment with the competitive environment and long term business objective