This position is responsible for Sales related activities and deliverables for assigned business and products
Roles & Responsibilities
- Developing assigned business and products into existing and new markets.
- Gathering market intelligence to establish market potential and target market share
- Negotiating & finalizing deal terms, including pricing, TOP and material delivery terms
- Attending to walk-in customers, understanding their requirements and negotiating orders
- Visiting customers in different countries & markets primarily in India, to maintain existing relationships as well as developing new customers in new territories
- Ensuring timely receipt of payment from customers
- Preparing monthly, quarterly & annual sales forecast
- Coordinating with concerned departments to finalize production schedules, documentation and ensure timely customer deliveries
- Establishing market presence through participation in key fairs/trade shows/ forum
- Contributing to Annual and 3-year business plans
- To represent IPC to customers in allocated business sectors.
- To maintain correct and regular contact with customers.
- To negotiate and achieve best possible deals.
- To act promptly on customer complaints.
- To keep a watch on competitor’s activities and report to Head of Sales
- To prepare a visit report following each customer meeting outlining their future requirements and other needs – BVT to be filled on a daily basis
- To monitor competitors’ prices.
- To be ahead of competitors in contacting new customers.
- To ensure that the market potential of each customer is maximized.
- To advise HOD on the best way of maximizing sales.
- To advise customers regarding IPC advanced packaging developments on the specialized products
- To follow-up from enquiry to delivery of goods then ensure prompt payments on due dates.
- To monitor order patterns for each customer.
- To attend regular sales meetings and aging balance meetings then respond quickly to the actions initiated.
- All sales delegates should ensure to collect overdue and due amounts from their respective customers as per the agreed payment terms.
- To follow up with late paying customers.
- To Share monthly statements of accounts to each customer by 5th of every month and follow up by 20th of the month
- Invoice submission to be done before 5th for any customer who are requesting submission
- Reconciliation to be done on a monthly basis with customers who complains about document mismatch
Skills
KPIs
- Achieving budgeted sales and margins
- Timely updating of market mapping report
- Retaining & maintaining key customers with targeted sales growth
- Minimizing customer payment delays
- Developing key customers as per targets
- Improvement in market knowledge through participation in forum and shows
Work experience requirement
- 7-8 years of experience in specialty corrugated carton sales within the perfume and QSR segment
- Ability to manage and negotiate with customers.
- Ability to initiate and implement new ideas
- Knowledge of customer base and paper pricing
- Having good relationship within the Perfume & QSR customer base of UAE Markets & other GCC market will be an advantage
- Excellent analytical, statistical and sales skills
- Knowledge of ERP
Qualification
- Bachelors: In any stream (Preferable Marketing)
- MBA or equivalent (preferably Sales)