Vishal Dave

Business Development Customer Management Order Planning & Scheduling Payment Receivables Product Rate

Maximize sales, realization and collection for the cluster by procuring orders, enhancing customer base and implementing sales promotion & CRM activities

• Perform lost order analysis and analysis of new customers in the cluster

• Develop a priority list of market opportunities to explore in their respective market

• Develop competitive proposals and presentations for potential, prospective clients and high priority target (Retail & Medium) customers

• Interact with customers and local officials of competitors to collect information regarding prices, incentives, discounts etc

• Visit site frequently to meet the concerned site incharge, project managers, influencers and various agencies during project planning & execution and build rapport to execute a smooth flow of operation.

• Provide new customer details to the CSD and help in creating SAP customer code and entering customer details in SAP prior to first dispatch

• Ensure receivables of all outstanding payments, defaulter cases of cheque bouncing or any legal matters

• Ensure timely delivery of invoices & credit & debit notes

• Monitor Daily customer wise sales and collection data and ensure timely collections

• Monitor outstanding payments regularly to identify critical customers and hence strategize receivable collection

• Ensure closure of sales targets (as per role specific KPIs and targets) within the price range specified in the SOP

Pre and Post Sales Service to Non-Trade Segment

• Plan site visits, explore the needs of customers, organize site demonstrations and providing design mix or suggestion on design mix.
• Provide Test Certificates on request to customers
• Provide Training to site engineers on quality parameter checks for different structures and stages.

Product Quality and Complaint Resolution

• Attend to critical complaints from customers in the Depot resolve complaints and provide feedback to customers after attending the complaints.

Assistance to Internal Stakeholders

• Increasing wallet share of the customer through various technical service assistance like site demo, mix design providing, site engineers customized group presentation.
• Converting customer from OPC to blended cement
• Providing and creating awareness about specialty concrete and chemical product division.

Product Promotion and Brand Equity Improvement

• Ensure a participation in exhibitions, seminars and conferences
• Conducting influencer engagement programs

Sales and Marketing Plan

Derive sales plan with dealer and retailer, product-wise, month wise to ensure desired counter share and market share achievement

Channel Management

• Collect the security deposit at the time of appointment dealer and enhance it according to the norms of the company and exposure in the market place
• Ensure that UBS outlets deal in all category of products
• Identify channel partners for prospective UBS format and develop UBS stores
• Monitor dealer's / customer's credit worthiness and alert management in case of any adverse developments
• Adhere to call cycle plan, collect the orders & payments and update SFA on real time basis
• Execute the retailer meets, counter meets for sub dealers in assigned area
• Track retailer level sales, stock replenishment through continuous monitoring

Business Development

Work towards increasing the business and profitability of channel partners by helping them in increasing sales from existing customers and in acquisition of more customers

Competition Tracking

Obtain first hand information about competitors at retailer level on Cemtrak parameters (NR, DOD, CS, ACV, MS)

Business Delivery

• Ensure the achievement of the sales target for the Depot (including UBS allied products) at agreed price positions
• Ensure timely collection of payments for keeping receivables under control / follow-up for timely collection of payment against sold material in the assigned area
• Explore the possible locations for new inventory points within the assigned territory in line with i2 network analysis
• Follow up with Zonal coordinator-UBS for setting up of UBS of identified counters

Pre and Post Sales Service to IHB Segment

• Plan site visits, explore the needs of customers, organize site demonstrations and site training to Masons & Helpers
• Provide Test Certificates on request to customers
• Test water quality at site

Assistance to Internal Stakeholders

• Assess the extent of damaged cement and recommend the price for sale, based on defined norms
• Conduct godown inspections, rake inspections to monitor quality
• Quality verification of Non trade site

Product Quality and Complaint Resolution

• Attend to critical complaints from customers in the Depot resolve complaints and provide feedback to customers after attending the complaints

Sales Promotional Meets through Technical activities

• Ensure the budgeted I Outperform programs / meetings / targets are conducted effectively as per the plan / market requirement
• Prepare MIS and reports based on inputs from Regional Offices / Depots (event-wise / cost-wise), analyze and report

Loyalty Program for the Influencers

• Identify and enroll members on IT Platform (CLP), record the off take through dealers / influencers and verify the off take through a robust mechanism

People and Performance Management

• Outsourced employees (MLE, LATF, RME) management