JOB DESCRIPTION:
- Developing and driving sales of the specialty ingredients / Pharma Actives / Food Additives used in cosmeceutical, personal care, Health & Nutraceuticals industries for the products manufactured by KOPL India and outsourced by KOPL.
- AOP Preparation: To achieve AOP Sales Revenue on monthly basis for the countries assigned for the financial year.
- Coordination for AOP preparation; Budget Planning and Monitoring; Pricing Strategy for KOPL HO and outsourced /Trading products.
- Developing customers in the Region: To grow business with distributors & customers, coordinate for Agency /Distributor Development, end customer development Developing and executing strategies of new market Development and Penetration with trading products and creating a Distribution Network. To support distributors and customers with marketing & technical tools. To generate Market Research and maintain competitors Data base of the region.
- Customer Visit: To interact with customer every day and update CRM. To visit existing & new customers for generating Business revenue. Building relationship with customer and industry. To represent KOPL at Industry events (Exhibitions, Conferences and Customer meeting)
- Driving new customer relationships, familiarizing yourself with the history of customer’s company, KOPL, and the relationship of the two distributors, exploring the requirements of new products that can be outsourced or manufactured by Kumar.
- Assisting in development and executing strategies of new market Development and Penetration.
- CRM / Sales Force / Sales Tools Responsibility: Responsible for CRM entries and monitoring. Continuously updating new market developments/ market trends on products, pricing and suppliers. To review Twice monthly CRM Graphs & Report with Marketing, Accounts & Finance Team involving Head Office.
- Budget & Sales Planning: Preparation of Monthly Cash Flow, Expenditure and Profits generated- To prepare & submit the Cash flow of month by 22nd of each month based on CRM Module. Responsible for Payment collection Overdue, Debtors and Creditors. Material Planning & Stock Management as per regional customer requirement.
- Market Development & Product Promotion: Responsible for Advertisement; New Product Promotion. To prepare monthly marketing chart product wise & country wise in coordination with Product Owner & Marketing Team. To prepare Digital Marketing Plan (Webinar, E-mail, Linked In Campaign etc) in coordination with Digital Marketing team.
- Inventory Management: To assist Business Manager for inventory as per Cash flow & business requirement
- Regulatory: To coordinate for registration of products as per region regulatory requirement
- Coordinating with Logistics Team to dispatch all orders through generating BOL and coordinating with warehouse for timely dispatch.
- Generating Daily Sales Report and updating Client Relationship Management software with work every day.
JOB RESPONSIBILITIES
SUMMARY
Accountability for achieving the Sales target for India for approximately 54 products, pricing, customer/product portfolio management. It involves working with global sales & marketing colleagues to develop, shape, implement and achieve regional sales & marketing goals. In addition, be a key interface to the functional resources of the organization - production, supply chain, sales, marketing, procurement, technical, and regulatory.
Responsible for growing existing business and generating qualified leads to increase overall territory sales volume; planning & implementing business processes. Developing effective pricing strategies via market and customer analysis is a key component as is documenting customer interactions in CRM database. Work collaboratively at all levels to ensure satisfaction of internal colleagues and external associates.
Breakdown of Duties & Responsibilities:
Sales:
1. Sales Revenue : Responsible for achievement of AOP Sales on monthly basis as per AOP Fixed for Domestic Region (North, South, East, West & MNC) - Monthly Target – 30 Crores in INR
2. Understand market trends and customer needs, applying this knowledge to key customer targets Identify, negotiate, and close new business opportunities for all KOPL products and Trading Products
3. Opportunity Management – Actively manage all customers new business opportunities and activities within CRM database. As required, report out/up each opportunity’s status. Drive opportunities to closure in collaboration with relevant functions (Marketing, Product Management, Manufacturing, Regulatory, Legal, etc.) and in concert with overarching business strategies. To update CRM for all activities customer calls, in person meeting and sales/marketing promotion etc. Preparation of Business Plan for India Product-wise.
4. Relationship Management – Maintain and develop relationships with customers and distributors at different organizational levels. Align customer needs with KOPL’s capabilities in order to yield economically sustainable value growth.
5. Administrative – Maintain accuracy of product/customer forecasts and remedy variances as requested. Submit internal reports (customer account updates, call reports & monthly updates) as required including reporting of any key intelligence data collected, monthly sales projections. Comply with annual budgeting activities. Consistently utilize CRM in conjunction with business team needs.
6. Increase market intelligence by bringing information around industries, competitors and customers back into the organization
Business Development
1. Product pricing and margin management; i.e. pricing strategy, applied pricing models, costs analysis, and budget planning
2. Understand the regional market structure’s economics, growth, trends, opportunities, value chain, customers and competitive environment.
3. Represent the business as key interface with the customer care, manufacturing, supply chain, procurement, R&D, and Regulatory organizations to successfully deliver business plan targets.
4. Follow up on new leads and opportunities, prioritize projects and commercialize projects to achieve sales growth each year.
5. Actively manage distribution network including identifying and selecting the right distribution partners, financial target setting, training and technical service as needed to help them succeed.
Marketing
1. Marketing Plan: Responsible for preparation of monthly marketing chart product wise & country wise in coordination with Product Owner & Marketing Team. To prepare Digital Marketing Plan (Webinar, E-mail, Linked In Campaign etc).
2. Representing KOPL professionally at industry events such as Exhibitions conferences and Association meeting
3. Completing extensive market research and recommending ideas for product development to the R&D dept,
