Area Sales Head - Sikar

Key Responsibilities

The role centers on efficient depot management, sales target attainment, collection oversight, market analysis, promotional activities, and complaint management for UltraTech Cement's operations in Sikar, Rajasthan.

Depot Operations

• Maintain depot stock levels to align with monthly sales plans, targeting 90% accuracy in indenting materials to avoid stock shortages.
• Ensure storage complies with ISO 9001 standards and maintain good transporter relations.
• Handle accurate invoicing, credit/debit note accounting, reconciliation, and tax compliance.
• Assess party performance regularly based on sales, growth, and payment metrics.
• Prepare and submit detailed MIS reports to higher management.
• Conduct frequent godown visits, manage stacking and inventory as per norms, implement FIFO system, and report on damaged materials.
• Build and sustain relationships with tax, excise, and measurement authorities.

Sales Collection & Management

• Monitor and review company and freight outstanding amounts daily.
• Collect payments through cheques and demand drafts from customers.
• Coordinate with service agents and C&F for timely collections.
• Develop and review key indicators related to outstanding debts and Ugai management.
• Manage collection and dispatch of C forms ensuring correct formats are submitted to plants promptly.

Sales Target Achievement

• Drive sales targets for white cement and new products, ensuring front-line implementation of the zonal marketing plan.
• Track daily sales and coordinate logistics for material supply.
• Classify stockists, retailers, and direct users based on lifting patterns.
• Conduct systematic market visits and build customer rapport.
• Collect orders and enter them into the e-commerce platform.
• Approve credit notes after verification and maintain daily activity reports and call logs.
• Address customer issues related to quality and pricing, escalating when necessary.

Market Feedback & Development

• Provide feedback regarding weak sales areas and suggest appointment of new dealers or stockists in underpenetrated regions.
• Engage with retailers and stockists to gather market intelligence and report competitor promotions and pricing strategies.

Promotion & Training

• Organize retailers’ meetings and coordinate with CASC personnel for product training and technical knowledge sharing.
• Involve CASC team in sales planning for sampling, painter meets, and counter meets, converting events into business opportunities.
• Manage promotional budgets and review plans against actual spend with CASC.
• Implement promotional schemes in the retail channel, monitor effectiveness, and manage credit notes and tokens.
• Ensure timely distribution and proper display of sales and advertising materials (POP, posters, danglers).
• Assist related parties, including cement and paint manufacturers, with market trends to add business value.
• Distribute gifts and promotional materials promptly.

Initial Complaint Handling

• Address customer complaints related to minor application issues and product quality.
• Conduct site visits to understand complaints firsthand.
• Handle retailer complaints regarding packing, product quality, weight discrepancies, and damaged goods following standard procedures.
• Liaise with insurance companies for damage settlement when required.