4) Key Result Areas/Accountabilities: | |
Key Result Areas/Accountabilities | Supporting Actions |
Accountability- Provides local market inputs to enable the Zonal Head develop the marketing strategy. | Collects market information. Assesses the market potential for Grasim products. Estimates increased volumes / market share. Tracks and feed information on competitor's movements. Recommends initiatives required for the State |
Develops territory wise sales plans in the areas of sales volumes, realizations and receivables, articulate and ensure achievement of the same. |
Sets depot wise measurable targets. Develops and monitors call cycle plan. Ensures confidence of the team members in the plan. Directs Sales Team to achieve the set targets. |
Monitors and ensures that the regional expenses are well within the budgeted costs. | Monitors depot wise cost budgets and its actual vs. budgeted variances. Takes corrective action wherever required. |
Develops and ensures implementation of suitable system to track competitors activities, trade association, new projects etc. | Develops suitable market intelligence system. Monitors movements in the prices. Keep track of competitors activities in the areas of sales promotion, orders, supplies and product innovations. Interacts with customers, agents, competitors, trade associations and professional bodies. Keeps the zonal head posted on the developments. |
To monitor systems and processes for sales administration and debtors/ inventory control to ensure profitability and reduction in receivables. |
Ensures implementation of the norms prescribed by the zonal office. Checks and controls the depot wise norms compliance. |
Increase market penetration and development of new markets by strengthening the dealer network. | Plans for expansion of dealer network with depot heads. Ensures target achievement of increased dealer network. Reviews and monitors dealers performance. Arranges various campaigns and promotional activities to motivate the dealers. |
Ensure high level of customer satisfaction and continuous growth of the business. |
Interacts and meets regularly with key customers. Identifies needs and ensures high delivery standards. |
Ensures implementation of required market development and product promotion activities. | Ensures regular mason / counter / architects meets in the region. Monitors the technical services and support activities. |
To implement the manpower plans for the region and recommend planned development of the subordinates. | Identifies the needs as per the sales plan and budgets. Coordinates with HRD function for the speedy appointment of people. Liaises with HRD head for development inputs. Maintains personal contact with field employees. Direct and motivates subordinates to ensure |
| achievement of targets |
