Objectives of the Position
Sales:
To plan and direct sales and marketing activities in a specific Zone (major geographic area)/ construction segment in order to achieve agreed sales volume, pricing, margins and selling cost objectives by implementing consistently the overall sales strategy, using technical, organizational and customer knowledge.
To ensure timely payment of receivables from customers
In addition, provide inputs and participate in the marketing, market planning and technical development of products and services.
Specifications and BD:
Establishing rapport with Specifiers - architects, consultants and designers in public and private organizations in particular with RDSO, EIL, HPCL, ONGC and know about all their upcoming projects.
Focusing on Specifiers in chosen segments for specification selling in line with our Segment Strategy, to get our systems specified at the design stage of projects.
Generation of sales potential (Volume) meeting quarterly and yearly targets through specification of our systems and through breaking competitors’ specifications in our favour.
Assisting in organising technical seminars, etc to key Specifiers organisations.
Main Tasks
Sales:
Stimulate and develop market intelligence to pursue market growth and deepen market penetration, e.g. attracting new customers (including distributors), applications, and innovations.
Take responsibility for the overall sales process and coordination of interfaces to other departments/functions.
Monitor & control local DSO and DIV
Develop, implement, and monitor agreed sales strategies (including pricing implementation)
To maintain strategic long term business relationship with customers
To Provide timely Forecast accurately & make close co ordination with SCM to manage the RM and FG stock effectively.
Specifications:
No. of specifications achieved Vs objective in targeted key organisations and their potential sales value.
Knowledge of construction related problems and system solutions.
No. of new consultants / specifying organisations with whom rapport has been developed.
Acquired level of market intelligence.
No. of internal and external communications Vs Objective
Additional:
General:
Promote BASF at various trade platforms, customers by attending exhibitions, Technical days, seminars etc.
Consistently and continuously exhibit safe behaviour at driving, project sites, offices and for self and others.
Minimum Education and qualification required for the Position
Education: B Tech.
Working Experience: 10 years of experience
Technical & Professional Knowledge:
1. Core skills:
Conflict Management
Broad Thinking & taking Corrective actions proactively
Work Management
Should be team player
Good Knowledge on cost analysis
2. Job-related preferred skills:
Connect with Key Influencers in Government organization
Working knowledge of PU Chemistry & processing
Connect with Moulders and processor
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