JOB DESCRIPTION

Job Role: Team Member - Sales & Marketing

SECTION I: BASIC INFORMATION ABOUT THE JOB ROLE

Job Role Variant: Team Member Sales and Marketing (PetChem)

Manager Job Position: Team Lead - Sales & Marketing

Value Stream: Sales & Customer Operations

Job Family: Sales

Sub-Job Family: Sales & Marketing

SECTION II: PURPOSE OF THE ROLE

To support the Senior Team member in the execution of Sales & Marketing strategy by enhancing the overall customer experience, assist in conduction of market research, ensuring adherence to established processes, procedures and guidelines thereby achieving business objectives and targets in line with RIL's overall goals & objectives

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

SECTION VI: KNOWLEDGE AND COMPETENCIES

Education Qualifications

• Bachelor in Engineering or Bachelor in Technology (Chemical / Polymer / Textile / Mechanical) and Masters in Business Administration

Experience (Must Have & Good to Have)

• 0 to 4 years of experience in similar domain

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

SECTION VII: CAREER MOVEMENTS

Possible Next Role Movement: Sr Team Member - Sales & Marketing