Area Sales Head - Goa

Role Overview

This position is responsible for driving sales performance in the Goa market for white cement and new products, while also managing collections, market development, promotional execution, and first-level complaint handling. The role combines field sales leadership with customer coordination, stockist management, and close collaboration with logistics, dealers, retailers, and technical support teams.

Key Result Areas

The role is structured around six major accountabilities covering collections, target achievement, market intelligence, product promotion, and complaint resolution.

Collections, C Forms, and Ugai Management

• Track company and freight dues closely and review debtor ageing every day.
• Collect cheques and demand drafts from customers and coordinate with DIC to secure timely collections.
• Monitor and develop key Ugai indicators on a regular basis.
• Obtain all C forms from parties and ensure they are correctly completed, supported by documents, and sent to the plant within the required time.
• Take part in stock planning with DIC and provide detailed forecasts to help achieve 90% accuracy in the I2 plan.

Sales Target Delivery

• Meet sales goals for white cement and new products while ensuring the zonal marketing plan is carried out effectively at the field level.
• Track daily sales performance and work with Logistics to ensure materials reach the sales territory without delay.
• Review stockist, retailer, and direct user segmentation based on lifting patterns and other defined parameters.
• Maintain a disciplined market visit schedule and build strong working relationships with customers.
• Capture customer orders and enter them on the e-commerce web system.
• Approve credit notes after checking all related details.
• Complete the Daily Activity Report and call cycle records consistently.
• Listen to customer concerns carefully and escalate issues to the Area Head or State Head when needed.
• Address concerns related to quality and pricing raised by retailers, stockists, and direct customers.

Market Feedback and Dealer Development

• Share market feedback on the need for new dealer or stockist appointments in untapped or under-penetrated locations.
• Report weak sales pockets and explain the reasons behind poor performance.
• Stay closely connected with retailers, retailer staff, and stockists to gather first-hand market insights and pass them to the Area Head or State Head.
• Provide updates on competitor promotions and pricing actions, including supporting bills where available.

Product Promotion and Application Support

• Organize retailer meetings and work with CASC personnel to train retailers on new products and technical product aspects.
• Include the CASC team in the sales plan and provide monthly requirements for sampling, painter meets, and counter meets.
• Join CASC-led events and convert promotional activity into business outcomes.
• Use promotional budgets responsibly and ensure schemes are implemented properly in the retail channel.
• Collect tokens and issue credit notes for scheme execution where required.
• Ensure sales promotion material is distributed on time.
• Check that POP material, posters, and danglers are displayed properly and remain visible.
• Support direct parties, cement users, and paint manufacturers by sharing market trends and adding value to their business.
• Distribute customer gifts and other promotional materials within the required timelines.

Complaint Handling

• Report customer complaints and background details to the CASC officer and assist in site visits so the issue can be resolved.
• Handle initial customer complaints related to minor and general product or application concerns.
• Visit sites to understand the complaint in person and record the exact nature of the issue.
• Address complaints from retailers related to packing quality, product quality, weight discrepancies, and damaged goods.
• Follow the standard complaint-handling checklist and coordinate with the insurance company for damage settlement when applicable.

Additional Information

This opportunity is based in Goa, India and is a full-time, on-site role. No stipend or salary details were provided in the source. The source also does not specify the number of openings, eligibility criteria, education requirements, or joining timeline.