SECTION III: KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE

Responsibilities

Market Research

• Support market research and competitive analysis to identify trends, opportunities and potential leads as per plan.
• Support in various end-use studies to gauge the potential, performance requirements, growth trends to position existing grades and introduce new grades for additional business.
• Provide inputs to PH and RM for NSR improvements and pricing through constant interaction with customers & channel partners on open market price, trends, and international offers.
• Periodically gain insights into customer’s business trajectory, capacity additions and investments to provide inputs for customer segmentation.
• Keep a track of co-producers business operations, product availability, commercial policies and trade terms and periodically update business on any new developments.

Sales Planning

• Consolidate the monthly & annual sales plan with the senior team member and monitor actual customer off take vs. plan (Sales Plan, MOU, Annual Budget) for the territory. Report in case of any deviations.
• Generate orders on a daily basis by following up with customers and channel partners. Maximize grades with higher NSR in the assigned geographical territory.
• Create category wise customer coverage plan detailing the frequency of physical visits for value-added services followed by on-line submission of visit reports in eCRM module.
• Follow up with relevant stakeholders for collection of statutory documents like C Forms, authenticated excise invoices, letters confirming discharge of service tax liabilities, documents for grouping of companies as per policy, ARE Forms, etc.
• Generate commercial proposal in collaboration with the senior team member for case pertaining MOU Defaults, QD cases, etc.

Customer Relationship Management

• Provide feedback to customers on dispatches, order status, stock transfer movements to regional depots.
• Inform customers and channel partners on production schedules, material availability position from various manufacturing sites, change in our prices, MOU Schemes and signing.
• Acknowledge customer claims, provide feedback, escalation or resolution for the issue within the specified time frame under defined service level agreements.
• Provide support to new customers such as handholding, master creation, grade selection, DCA tie-up, technical knowhow, etc.
• Assist in conducting CRMs, Seminars, Workshops, Exhibitions, etc. aimed at generating additional business as per plan.
• Collect samples both finished products and raw material aimed at enhancing service levels to customer.
• Keep track of over dues/outstanding of customers and follow up for payments.

SECTION IV: SUCCESS METRICS

• Customer penetration achieved
• Stock ageing (number of days as per target)
• Customer engagement activities as per target

SECTION V: OPERATING NETWORK

Internal: Project Team, Production Team

External: Channel Partners, Vendors, Customers, Consultants

Functional / Behavioural competencies required to execute the role

Functional Competencies

• Product Knowledge of end use sectors
• Customer Relationship Management
• Competing Product Economics
• Domestic logistics & Warehouse Management
• Downstream Processing
• Basic IT & Software skills