Channel Relationship Manager Trade

Accountability

Supporting Actions

Achievement of Sales Target

Sales planning by dealer and retailer – product-wise, month wise, bucket wise and ensuring desired counter share and market share

To ensure achievement of agreed marketing / sales plan & realization targets for the assigned Territory .

Track retailer level sales, stock replenishment based on continuous monitoring of all commodity value

Systematic coverage of channel partners through regular call cycle plans and permanent journey plans for increase in penetration by having desired depth of distribution and numeric reach

Process & monitor daily sales and coordination with TSM / Regional logistics for supply

2. Business Development

Identification of new business opportunities in territory/new geographies catering to institutional customers and creating on-going engagements 

Channel Management & Development of New Business/New Geographies

Expansion of market network in accordance with CEMTRAC DPI’s through appointment of new dealers and attachment of new retailers

Exploring the possible locations for new inventory points within the assigned territory in line with i2 network analysis

Provide suggestions for schemes & CRM activities and ENSURING effective implementation of the same for getting maximum benefit to dealer/retailer

Propose, implement and  improvise rural marketing activities effectiveness whereever applicable

Identify prospective Branded Channel partners and drive cement sales in these counters.

UGAHI, Collection & Credit Control  

Ensure timely collection as per the terms and order execution as per the approved credit limits

To regularly monitor & control timely  

Constantly monitor dealer’s credit worthiness and alert management in case of any adverse developments

collections to keep receivables as per the norm

Collection of security deposit at the time of appointment and enhancing it according to the norms of the company and exposure in the market place

Tracking Dealers Credit Exposure with the Trade

Customer Service

Adhering to quick response time in complaint management

To provide meaningful customer experiences to the product and services of the company

Ensuring continuous monitoring of deliveries with coordination of execution owners 

Continuously driving various customer loyalty programs and build differentiation with the competitors

Meeting and surpassing the channel partner requirements for increase in customer satisfaction 

Ensuring high visibility in merchandising, outdoor media and other advertisements for driving positive brand equity index

Creating awareness of value added services like Mobile Lab, Information Centre, Toll Free Number etc for Dealers, Retailers and End Customers

Effective utilization of Sales & Order Planning, Customer Order Fulfillment for timely receipt of material at customers end

To co-ordinate with customer service centers and ensure higher Customer Satisfaction Index 

Reporting & Market feedback

Make available the information on competitors’ promotion & pricing activities to TSM

Collect and provide information on market trend, competitors’ price and activities to help management take appropriate action and to ensure System Confirmation/Perfection complying all Internal Controls.

Closely interact with dealers / retailers / stockiest to get the first hand market feedback & communicating the same to TSM to enable prompt decision making on market intelligence

Ensuring timely submission of various reports on periodic basis