Sales & Marketing Head – Plastics Division

1. Key Responsibilities A. Pan-India Business Development • Develop and implement a Pan-India sales and marketing strategy for all products of the Plastic Division. • Identify new markets, industries, customers and geographical opportunities. • Develop new business through: o Direct institutional sales o Dealers o Distributors o Stockists o Channel partners o Strategic/key accounts • Build a strong customer pipeline and continuously generate new enquiries. • Develop region-wise and product-wise sales plans. • Achieve monthly, quarterly and annual sales targets. 2. Dealer & Distributor Development A major responsibility of this position will be to create a strong Pan-India channel network. • Identify potential dealers/distributors in different states and cities. • Evaluate distributor financial strength, market reach, infrastructure and customer base. • Develop distributor-wise business plans. • Establish sales targets and territory responsibilities. • Monitor distributor inventory and outstanding payments. • Develop incentive schemes for channel partners in coordination with management. • Avoid channel conflict between direct customers and distributors. • Expand distribution coverage in untapped territories. • Develop secondary sales through distributors. 3. Market Intelligence The candidate will be responsible for providing management with regular market intelligence regarding: • Competitor prices & Products • New manufacturers & distributors • Market demand • Customer requirements • Regional pricing • Product specifications • Market trends • New product opportunities Regular competitor and market reports should be submitted to management. ________________________________________ 4. Pricing & Commercial Responsibilities • Understand product costing and contribution margins. • Prepare commercial proposals for customers. • Negotiate prices within approved company guidelines. • Monitor competitor pricing. • Monitor customer payment performance & Ensure timely collection of receivables. • Identify potentially risky customers before extending credit. ________________________________________ 5. Customer Relationship Management • Develop strong relationships with existing customers. • Understand customer complaints and coordinate with Quality/Production for resolution. • Ensure timely response to customer enquiries. • Track customer satisfaction. • Identify opportunities for cross-selling different products. • Recover inactive/lost customers. • Conduct periodic customer visits. ________________________________________ 6. Sales Planning & Forecasting • Product-wise sales targets • Region-wise sales targets • Dealer/distributor targets • Customer-wise sales plans • Sales forecasts • New customer acquisition plans The candidate must maintain a minimum 3-month sales pipeline and continuously work on future business opportunities. 7. Team Building & Management Initially, the person may be responsible for independently developing the market and subsequently building a sales team. • Recruitment of Sales Executives/Area Sales Managers. • Training and development of sales staff. • Setting territory-wise targets. • Monitoring individual performance. • Joint customer visits. • Review of sales pipelines and Weekly sales meetings. • Performance evaluation. • Developing a result-oriented sales culture. 8. Reporting & MIS The candidate will submit regular reports covering covering Daily/Weekly/Monthly sales.