Channel Relationship Manager Trade

Job Context Major Challenges

Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Branding and Improving Brand Equity 1. (R) Identify the locations for the hoarding placement, wall paintings etc and timely distribution of the sales promotion material
2. (R) Organize promotional activity as per the plan for Territory in order to drive positive brand equity index (R,A) Create awareness of value added services like Mobile Lab, Information Centre, Toll Free
Number etc for dealers, retailers and end customers KRA10 Business Development Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers
Driving Waterproofing sales through existing cement channel (Ltr/Tn)
Sensitizing channel partners influencers and IHBs to provide leads for SRs (Incl. Paid) in Utec KRA11 "Channel Management

Collect the security deposit at the time of appointment dealer and enhance it according to the norms of the company and exposure in the market place
Ensure that UBS outlets deal in all category of products
Identify channel partners for prospective UBS format and develop UBS stores
Monitor dealers / customers credit worthiness and alert management in case of any adverse developments
Adhere to call cycle plan collect the orders payments and update SFA on real time basis
Execute the retailer meets counter meets for sub dealers in assigned area
Track retailer level sales stock replenishment through continuous monitoring
Adoption of technologies and utilizing of applications for delivering better results e.g order booking SRs raising through UltraTech Trade Connect KRA12 Competition Tracking Obtain first hand information about competitors at retailer level on Cemtrak parameters (NR DOD CS ACV MS). Taluka level performance and ranking progression.
Keeping first hand information of competition pricing and schemes to support decision making process KRA13 Customer Service and Responsiveness Provide effective customer care service and attend the product and service related queries and resolve timely grievances as per SLAs to ensure customer loyalty and satisfaction KRA14 Influencer Management Derive sales plan with dealer and retailer product-wise month wise to ensure desired counter share and market share achievement KRA15 Sales Marketing Plan Derive sales plan with dealer and retailer product-wise month wise to ensure desired counter share and market share achievement KRA16

 

Business Delivery

 

1. R) Ensure easy availability and replenishment of allied products as per agreed SLAs, communication of pricing, discounts of allied products to UBS outlets
2. (R) Ensure the achievement of the sales target for the Depot (including UBS allied products) at agreed price positions
3. (R) Ensure timely collection of payments for keeping receivables under control / follow-up for timely collection of payment against sold material in the assigned area
4. (R) Explore the possible locations for new inventory points within the assigned territory in line with i2 network analysis (R) Follow up with Zonal coordinator-UBS for setting up of UBS of identified counters

 

KRA2 Business Development (R) Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers

 

KRA3 Channel Management

 

1. (R) Collect the security deposit at the time of appointment dealer and enhance it according to the norms of the company and exposure in the market place
2. R) Ensure that UBS outlets deal in all category of products
3. (R) Identify channel partners for prospective UBS format and develop UBS stores
4. (R) Monitor dealers / customers credit worthiness and alert management in case of any adverse developments
5. (R, A) Adhere to call cycle plan, collect the orders payments and update SFA on real time basis
6. (R,A) Execute the retailer meets, counter meets for sub dealers in assigned area
7. (R,A) Track retailer level sales, stock replenishment through continuous monitoring

 

KRA4 Competition Tracking (R) Obtain first hand information about competitors at retailer level on Cemtrak parameters (NR, DOD, CS, ACV, MS)

 

KRA5 Customer Service and Responsiveness (R) Provide effective customer care service and attend the product and service related queries and resolve grievances as per SLAs to ensure customer loyalty and satisfaction

 

KRA6 Influencer Management (R,A) Organize sales promotion activity at all UBS outlets and promote UBS outlets through technical / sales meet

 

KRA7 Sales and Marketing Plan (R) Derive sales plan with dealer and retailer, productwise, month wise to ensure desired counter share and market share achievement

 

KRA8 Branding and Improving Brand Equity
Identify the locations for the hoarding placement wall paintings etc and timely distribution of the sales promotion material
Organize promotional activity as per the plan for Territory in order to drive positive brand equity index
Create awareness of value added services like Mobile Lab Information Centre Toll Free Number etc for dealers retailers and end customers

 

KRA9 Business Delivery

Ensure easy availability and replenishment of allied products as per agreed SLAs communication of pricing discounts of allied products to UBS outlets
Ensure the achievement of the sales target for the Depot (including UBS allied products) at agreed price positions
Ensure timely collection of payments through digital mode for keeping receivables under control / follow-up for timely collection of payment against sold material in the assigned area
Explore the possible locations for new inventory points within the assigned territory in line with i2 network analysis
Follow up with TM-UBS for setting up of UBS of identified counters

Qualifications:

MBA

Minimum Experience Level:
2-6 Years

Report to:
Vice President