- Job Purpose: To ensure effective implementation of sales and loading plans in alignment with business targets, while executing pricing strategies that maximize Share of Wallet (SoW) and Share of Business (SoB) in the domestic market and deliver EBITDA margins as per the plan. The role focuses on maximizing market realization through effective customer engagement, pricing strategies and market development. It involves driving demand for value-added products, expanding the customer base and ensuring alignment with production capabilities. The incumbent plays a critical role in strengthening market presence, enhancing profitability and contributing to the overall business growth through agile sales planning and operational excellence. Additionally, role demand efficient receivable and inventory management, ensuring customer satisfaction through timely execution and service excellence. On the international front, to conceptualize, plan, and execute market entry and expansion strategies by identifying new customers, building strong relationships, and offering high-quality products at globally benchmarked prices—supported by deep product knowledge and geopolitical insights. - Key Result Areas/Accountabilities: Key Result Areas/Accountabilities Supporting Actions - 1. Develop and execute Sales Plans (Domestic and Export) Plan and execute monthly loading and sales plans for domestic and export market to achieve agreed targets. Create a robust customer wise demand forecast, considering current capacity and upcoming expansion and finalised after detailed discussion and understanding of customers operating and business plans. Plan and commit supply schedules to domestic and export customers in close coordination with plants to align production with customer requirements & expectations and avoid possible stock outs. Close coordination with central logistic for container availability and ocean freights. - Managing Inventory and receivables Negotiate and agree on a mutually workable ToP (Payment Terms) and get limits approved. Ensure timely collection and application of receivables from customers. Ensure that customer accounts are reconciled periodically and there are no discrepancies. Ensure that FG inventories are managed as per plan. Understand customer order v/s container load requirement vis a vis internal rejection and plan order quantity accordingly. Close coordination with plant to avoid excess inventory by diverting WIP to domestic orders Ensure timely collection / amendments (if require) of LCs and avoid delayed shipments / port charges - Improve market share and ensure growth Ensure achievement of target SoB / SoW from key domestic and export customers. Ensure targeted market share in the category. Benchmark competition (domestic and export market) including imports – pricing, product specs, suppliers, quality etc. and recommend appropriate strategies. Identify global customers and develop plans for qualification and supply - Achieve targeted realisation and CP Negotiate pricing to ensure that targeted CP is achieved. Work towards developing appropriate long-term contracts where applicable. Ensure ocean freights are re-negotiated with customer every time to protect EBITDA margins Monitor international premiums and plan appropriate pricing strategy for international markets - Monitor Competition / New Customer (domestic and export) Monitor competition sales, pricing, and market share. Study the markets and recommend new potential customers Understand value chain for the customers and recommend appropriate strategies to increase share of value added. Identify new vendors and products which shall be offered to market through outsourcing route. - Strengthen customer relationships and ensure customer satisfaction. Know and connect with all customers in the category in the market. Ensure that all customer complaints and quality issues are addressed expeditiously and closed as per SOP. Ensure that NPS is improved for the category as per targets Ensure that all NPS suggestions and action plans are implemented. Understand customer product and line requirement and cross check with plant for capability and capacity to service international customers Follow product qualification process (2-6-10 strategy) Understand / Anticipate supply chain issues in advance and address with the help of planning and logistic team - Gain subject matter expertise and explore possibilities for new product development. Understand the manufacturing process and quality parameters for the product and the customers value chain requirements thoroughly. Understand the manufacturing process and the underlying technology Research and understand possible product applications and recommend new product development possibilities. Work with customer on possible new applications. Monitor regional premiums, ocean freights and demand supply position in global market (across continent) and roll over pricing strategies swiftly to ensure our prices are align with prevailing prices in different time zones. - Safety Champion a proactive safety culture within the sales organization by leading and supporting behavioral-based safety (BBSO) initiatives. Promote disciplined adherence to safety protocols and good operating practices in all office environments - Systems / Organization/ Process / Governance / People Continuously develop self Drive Policy advocacy initiatives. Drive Cultural Change initiatives like Shillim Drive digital initiatives in FRP business (eg: CRM, IBP )