Associate Manager-Sales International

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