Lead Sales

Purpose of the Job: The primary purpose of this job is to plan, lead, and control the timely sale of all by-products generated from the Site. The role aims to maximize revenue and ensure that the plant operates uninterrupted, due to the sale of By Product Chemical. The job involves working beyond applicable statutory compliances with respect to By Product sale (e.g., Sale under Rule 9) and penetrating into the new customer base.

Key Result Areas, Associated Responsibilities, and Performance Indicators:

• Execute Sales Plan: The tasks under this key result area include identifying business opportunities by identifying prospects and evaluating their position in the industry, researching and analyzing sales options, forecasting and tracking sales trends, implementing Sales/Key Accounts Plan, performing sales calls for products and pre-sales activities, selling products by establishing contact and developing relationships with prospects, recommending solutions, conferring with customers to assess product needs and determine requirements, preparing and delivering technical presentations that explain products to customers and prospective customers, providing information to Sales support for developing sales contracts, visiting prospective buyers at commercial, industrial, or other establishments to inform them about product pricing, availability, and advantages, contacting new or existing customers to discuss how specific products or services can meet their needs, being accountable for given targets and ensuring its achievement, and implementing sales plans to introduce offers in new markets. The performance indicators for this area include % Average revenue achieved per sales transaction, % opportunities lost, No. of new leads generated, No. of customers converted, No. of sales call attended.
• Perform and Process Sales Order activities: This involves identifying customer needs and recording the same for necessary course of action, negotiating terms and conditions for contracting with the customer, developing, presenting, or responding to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions, securing and renewing orders and arranging delivery, undertaking legal assessment of a contract with Customer, leading and securing RFQ and RFP for bidding processes, communicating to the proposal development Personnel for initiating the activities related to proposal submission processes with ready database of Costing/Estimation and speedy submission of bids, completing expense reports, sales reports, or other paperwork, coordinating with associated departments or sections for appropriation of data and speedy submission of proposals, informing customers of estimated delivery schedules or other information pertaining to purchased products, ensuring that delivery schedules meet project deadlines, processing back orders and updates, handling order inquiries including post-order fulfillment transactions, following up for out standings with Customers and ensuring delivery of payments for the services offered, without affecting Customer relations. The performance indicators for this area include Lead to Pipeline conversion Rate, Sell-through %, % loss of bids, Average response time to order enquiries, Number of pending enquiries to be addressed, % Product Targets Goals achieved, Average order size, % of new customers, Gross Sales, Actual -vs- Bid, % of sales lost, Debtors Sales Outstanding (DSO), Sell cycle (Necessary time to close a sale, from lead generation to close sale).
• Operational Effectiveness: This involves managing daily activities of the operational sales support function. The performance indicators for this area include No plant stoppage due to high stock of By-products.