Marketing Head (Steel Mills)

Role

Head sales and Marketing

Designation

Sr. Manager Sales and Marketing

Department

Sales and Marketing

Reporting to

Director

Reportees

Sales and Marketing team.

To establish Dewas Metal section Group as Market leader [in terms of market share, revenues & customer satisfaction] while achieving sales & marketing targets through a competent Marketing & Sales team.

Internal

Purpose

Director

To discuss plans and strategies of  sales and Marketing and its execution plans with long terms perspective

Engineering

To follow up for internal working for component & tool cost for giving quotation to customer. Support for Bill of material. Support for any data / information required from Customer

Production Planning & Control (PPC)

To discuss Projection plan every month.

To give Customer priorities

To support for urgencies, if supplier is not coordinating well.

To lead Internal coordination if support not given to PPC.

To give customer schedule to be given

Production

To update on customer requirements related to delivery priorities / seeking status updates specific requirements

To monitor and review  complaints of customers

To understand and support needed to Production people and understand there constraints/barrier/and time line before any commitment to customer.  

Accounts

To support of regular payment from the customers

To resolve the disputes of old  payment issues,

To review with accounts and support monthly LC / RTGS requirements to give, any support required from customer

Quality

To update quality people on all quality issues cropped from the customers end.

To share knowledge of competitors upgradation status on qualitative aspects of products

To share feedback of customers on quality issues.

To appreciate and recognize to the employees of quality department on good feedback.

To organize interactive sessions between customer and quality people.

External

            Purpose

Customer

To maintain interaction  flow with customer 

To understand and discuss new requirements of customer and his future business plans

To make long-term business plan of the company and projections of Investments/resource requirements and capabilities enhancement and talent acquisitions.

To follow-up purchase order timeline and its execution plans.

To discuss and review scheduled priorities with all stakeholders and update customer if any change.

To update customer in time if any delay in commitment due to material flow are tooling design or availabities.

To organize annual customer meet and interaction with Directors.

Departmental Budgeting, Pricing strategies formulation,

Sales & marketing contracts signing/S&M expenses approvals

Recruitment of people in formation of Robust team of Sales and marketing

Recommending employee appraisals rankings/compensation decisions

Expenses sanctions, approving Sales & Marketing/customer visit Plans of S&M Team,

Leave sanctioning of his team members.

Rewarding and recognizing Good work of his team members.

Marketing planning and driving revenue growth

To Conduct market analysis & identifying opportunities of growing business with existing customers

To use effectively various sources such as trade journals, industry network, trade associations to build a strong market data base & find out opportunities to sale new & existing products to the established customers of Dewas metal sections Limited

To establish process for continuously collecting & analysing potential/existing customers data, competitor moves, emerging needs of customers, business lost to competitors & reasons so as to stay ahead of competition

To make calendar for Preparation of customer visit plans for self & the team & rigorously implementing those with a focus on maximizing leads

To Implement marketing projects/initiatives to continuously strengthen company’s brand, product positioning in consultation with Director Business Development & marketing experts

Providing critical business data to the Director on potential client base, Branding Campaigns, Marketing Collateral, Web Site, competition movements, product updates & emerging opportunities/threats

To Keep an eye on opportunities of long term high value contracts with existing customers & collaborating with Director for negotiating & closing business deals

To review critically  the inquiry & sales MIS from sales team & using the information for aggressively driving the sales targets

To Monitor and keep strict control over S&M expenses to enhance profitability of S&M function & enhancing cost sensitivity of the sales team

To Achieve comprehensive sales & marketing targets defined for Order bookings, revenue collections, pricing, Delivery, customer satisfaction & profitability

People Development

To form appropriate robust team of sales and marketing through right talent acquisitions

To identify training needs and plan for the training of team members in perspective of business needs.

To resolve the interpersonal operation issues of team members

To identify future leaders and make succession planning

To work and continuous review for team engagement and satisfaction

To ensure work life balance of team members

To make communication channels for maintaing flaw less communication flow.

To reward and recognize the team and keep people motivated.

To establish the grievance redressal procedure  

Customer relations ship and their satisfaction

To develop self-designed and customize parameters for customer satisfaction and enriching the mutual relations at every level at both end

To develop communication channels with customer for maintaing communication flow

To develop MIS mechanism with mutual understanding   To design key processes of sales and marketing for customer communication, information and satisfaction.

Customer reach

To make self and teams -travel plans and its execution for customer reach and enhancement of footprint.

Reporting and MIS

To make monthly MIS for the Director and board.

To maintain and submit reports to director plans v/s achievements

To report Monthly bookings and next month projections.  

To plan for bridging the gap if any

To project inventory level, market projections, customer feedback

To report market intelligence and customer feed back

Educational qualifications 

BE & MBA marketing

Technical qualifications

B2B Marketing Experience, preferably Sheet Metal Industry

Experience

15 years of hands on experience of sales and marketing

Behavioral

Negotiating skill, Leadership, effective communication, acumen of sales and marketing, and proactive attitude towards business. Comfort in travelling. Approach towards emotional and psychological balance in work life.