EMEL GROUP

HEAD - SALES
(STONE COATED ROOFING PRODUCTS)

POSITION DESCRIPTION

PREPARED BY

ELIXIR WEB SOLUTIONS PVT. LTD.

JANUARY 2012

POSITION DESCRIPTION
Title Company Location : : : Head Sales : Trading Division (Stone Coated Roofing Products) EMEL Enterprises Limited Lagos, Nigeria Dy. Managing Director Department

Reports to :

JOB PURPOSE: To head the sales role and primarily responsible for the achievement of sales and market share target and collection targets for Professional and Distribution Channels for Stone Coated Roofing products. Also completely responsible for the formulation and implementation of Marketing strategy, including Sales Promotion Strategies and Communication / Advertisement and Branding Strategies, keeping in mind the growth strategies of the Organization. KEY RESPONSIBILITIES: Strategic Planning: Establishing corporate strategies and budgets for achievement of top line & bottom line targets. Projecting the monthly sales, fixing the sales & collection targets for the sales team and corresponding revenue collection projection to the board. Streamlining existing processes to enhance efficiencies while minimizing operational time/costs. Budgeting/ forecasting the sales and administrative expenses for the region; handling resource allocation & controlling expenditure (Credit control and Cash Flow) as per the budget.
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Sales and Marketing Running the sales and marketing operations & accountable for increasing sales growth and driving sales initiatives in order to achieve business goals. Identify new sales avenues including signing up new distributors and direct end user customers. Review existing distributors and dealers to assess their status and suitability as a distributor/dealer. Analyze and see what needs to be done to improve distributor/dealer performance. Set targets for distributor and monitor performance against these targets. Review lost distributors and propose strategy. Revisit problem customers above limits/ non-performing. Continuously communicate and visit key customers to assess existing and future market conditions and issues. Fix credit limits for new and review existing customers. Plan Customer/Distributor and Trade Forums. Enhance customer relationship. Ensure there is EMEL attendance at personal functions of key customers.

Business Development: Conducting competitor analysis & competency mapping for keeping abreast of market trends and competitor moves to achieve market share metrics. Identifying and developing new streams for revenue growth and maintaining relationships with customers to achieve repeat/ referral business. Define strategy for each existing product line and go-to-market strategy. Define strategy for new products including identification of new lines and go-to-market strategy.

Product Development

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Improve current product lines in terms of packaging, quality, appearance etc. Develop and create alternative and additional product combinations within existing product lines. Assess the suitability of newly introduced products and propose changes to newly introduced products. Review existing products suitability and propose changes.

Product Pricing Fix sales prices based on procurement costs, competition pricing, market trends and demand. Continuously monitor and advise changes to existing sales pricing including slow-moving items.

Product Procurement Review and approve proposed purchase orders by the sales team. Review and advise current purchase prices and set new buying targets.

Product Marketing Propose promotion, branding and market strategy for each product line including preparation of budgets. Regularly attend local and international trade fairs and determine new product lines, suppliers etc.

Team Management: Recruiting, mentoring, training and development of the field functionaries to ensure sales and operational efficiency. Creating and sustaining a dynamic environment that fosters development opportunities and motivates high performance amongst Team members.
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CANDIDATE PROFILE: 1. Graduate in Commerce or Economics with a Post Graduate qualification in Business Management. 2. Must have strong experience in Procurement & sales of Stone Coated Roofing Products with knowledge of Indian markets. 3. IT skills must include above average ability to work on Excel Spreadsheets, MS Word and use of Tally. 4. Must be willing to travel within Lagos and outstation markets. 5. In order to be successful in this role, the candidate must be a self motivated, confident, enthusiastic and able to work independently with minimal supervision, be able to train and lead the team forward.

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