Associate Manager-Sales.Sales International-Corrugated Boxes

at  IFFCO

Job Summary
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

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)

Competencies
Knowledge of Value Chain Management
Trade Marketing and Category management
Sales and Distribution Strategy Management
Consumer Behavior B2B and B2C
Business Acumen
Communicating effectively
Self and Team Management
Planning & Decision Making
Customer Centricity
Ownership & Result Orientation
Business Unit: Corrugated Boxes (360)
Business Group: Packaging (742)

• 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 mismatc