JOB DESCRIPTION

Job Role: Team Lead - Revenue & Markets

SECTION I: BASIC INFORMATION ABOUT THE JOB ROLE

Job Role Variant: Team Lead - Revenue & Markets

Manager Job Position: Business Lead - Revenue & Markets

Value Stream: Revenue & Markets

Job Family: Revenue & Markets

Sub-Job Family: Revenue & Markets

SECTION II: PURPOSE OF THE ROLE

To support the business in achieving higher sales realizations through revenue optimization, market intelligence to support in timely pricing adjustments, production planning and customer relationship management

SECTION III: KEY RESPONSIBILITIES AND ACCOUNTABILITIES OF THE ROLE

Responsibilities

Policies, Processes and Procedures

• Assist in formulation of business plan and ensure day-to-day execution in line with function standards & regulations
• Implement new initiatives/ projects as per established policies to meet future requirements of business
• Provide inputs for improvements in business processes, specifications and best practices

Pricing Support

• Share ways for NSR improvement by recommending distribution and grade optimization, maximization of volumes in high net back areas/ grades and production plan optimization to contribute towards revenue maximization
• Establish a suitable price discovery mechanism by monitoring external factors like market conditions and competitor scenario and ensure consistency of set prices throughout the market
• Support senior in taking various pricing related decisions on the basis of first-hand information regarding demand/supply, market scenario, competitive analysis and net sales realization
• Achieve the customer coverage for assigned geographies, anticipate market dynamics ensure target achievement
• Consolidate and maintain grade wise and customer wise sales plan for all regional offices by gathering and organizing the data, reviewing and analyzing to find commonalities and then developing a consolidated plan
• Stay updated on market opportunities/untapped markets by continuously scanning various government database, published reports etc. to explore possibilities of introducing new grades
• Review the regional sales data and recommend incentives/special schemes for appropriate approvals, and ensure passing on such benefits post such approvals

Production Planning

• Share inputs for production planning by coordinating with regional sales teams to ensure an optimal plan for maximum sales realization by considering different factors i.e. geographic location of plants, logistics, realisation for different grades
• Provide periodic inputs for changing the production schedule to ensure production is in line with the ongoing market scenario and requirements
• Coordinate with multiple teams for ensuring required raw material availability vis a vis change in production plan to avoid any losses on account of production
• Continuously scan the competition for any capacity enhancements, capex and apprise upstream members

People Management

• Participate in recruitment activities & ensure retention / engagement of own team
• Set performance objectives of own team, evaluate / appraise team members and provide regular feedback & guidance
• Guide, mentor and develop own team to take larger and complex responsibilities
• Evaluate training and development requirements for own team and make recommendations for learning interventions

SECTION IV: SUCCESS METRICS (TOP 3-5 KPI's)

• Earning Before Interest, Tax (EBIT) as per target
• 100% demand fulfilment of domestic and export customers
• Accuracy and relevance of market intelligence in timely decision making

SECTION V: OPERATING NETWORK

Internal: Sales HO team, Plant team, Production team, Supply chain network planning team

External: Industry bodies, Associations

SECTION VI: KNOWLEDGE AND COMPETENCIES

Education Qualifications

- B.E./B.Tech (Polymer/Chemical/Textile/Mechanical); MBA desirable

Experience (Must Have & Good to Have)

- 6-11 years of experience with significant experience in similar business

Functional / Behavioural competencies required to execute the role

Functional Competencies

• Product knowledge
• Industry awareness
• Commercial acumen
• Understanding of target export markets
• Updated knowledge of DGFT, taxation related rules/amendments

SECTION VII: CAREER MOVEMENTS

Feeder Roles:

- Sr Team Member

Possible Next Role Movement:

- Business Lead