Product Head

3 weeks ago

Kolkata, India Aditya Birla Group Full time

Job Purpose: Prepare, implement and execute sales and business development of allocated products to ensure sales target (Volume and Revenue) are met and to achieve business strategic objectives.

Key Result Areas 

Supporting Actions 

1. Propose & implement sales plan aiming to meet or exceed business target

Achieve Target FY 22 Qty (MT) Achieve Value Target Value (Rs Cr) Achieve NSR across all unitsto meet profitability numbers for the product which is aligned to the business goals Break down annual number into monthly numbers (seasonality based) to achieve targets Regular co-ordination with plant and customer support team to prioritize production and dispatches as per market needs. Regular visit / interaction with at various level with customers organization Monthly meeting with ZONAL HEAD / APPLICATION HEAD for joint review on development project, previous months status , plans specific actions for Sales to convert new project into business and review the plan for next month.

2. Receivables & Credit control 

Ensure on time collection from Customers / dealers  Overdue should be under control and no overdue receivable by month end.  Also ensure that there is zero overdue Set receivables targets for the month at the beginning of the month.. Monitor and review the receivables collection on daily basis.  Weekly review with ZONAL HEAD.  Send communication receivable statement to all customer in the beginning of the month. Visit customers and if needed with higher management for critical receivables.

3. Market Development Plan

Achieve full production capacity utilization Market penetration to increase market share  Increase in sales revenue and Profitability Identify new markets / Geographies where we are not present. Make a travel plan. Prepare customer mapping report city-wise showing application/consumption / current supplier/pricing / credit terms  Co-ordinate with the technical team to improve synergy and do joint visits.  Plan regular visits to key customers and also to untapped markets.  Participate in Exhibitions and make presentations at key seminars on our products.

4. Market Intelligence 

Strategic decisions by senior management New product development  Pricing strategy Keeping watch on the competitor’s strategy along with customer activities and providing necessary information to the higher management for necessary actions at their end Collection of market information from various sources and timely submission of the same to dept. heads and functional heads Regular visits to the customers to develop relationship to get competitors as well as customers information Understand from customer any new product is launched by competitor at white price / application  Inform technical team and provide customers specifications to check if we can also develop similar product which competitor offering Check any new capacity coming up OR any expansion of capacity by existing competitors Make report and discuss with Zonal head 

5. Distributor / Dealer Management 

Increase market share with small customers / unorganized sectors Cover Payment risk Timely deliveries for small lots Explore markets/regions where we need to focus on unorganized sector OR small customers where payment is risk and buys small lots  Identify correct distributor who can promote / sell our products to small customer / unorganized sector Go through standard Distributor selection process to appoint right distributor /channel partners.  Have agreements in place for our existing and new Distributors.  For existing Distributor, complete the previous year performance review and agree on Targets that cover all aspects of the business Review of Distributor performance monthly  Regularly review credit performance, level ,limits etc.

6. Credit Limit Management

Safeguarding customer risk Settlement of outstanding balances Improving cash flow Check customer’s / distributor’s credibility in the market by contacting their end users/customers Contact credit rating agencies for a report  Try to take bank guaranty OR security deposits from end customers as well for safety As per company policy and based on market report/credit rating company set credit limits as per SOP Review credit limit yearly with the Finance team

Location - Kolkata

Education – Chemical Engineer, MBA (preferred)

Experience – Minimum 4-5 years

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