Job Description

Job Category: Private Sales
:
About Business:
Adani Group: Adani Group is a diversified organisation in India comprising 10 publicly traded companies. It has created a world class logistics and utility infrastructure portfolio that has a pan-India presence. Adani Group is headquartered in Ahmedabad, in the state of Gujarat, India. Over the years, Adani Group has positioned itself to be the market leader in its logistics and energy businesses focusing on large scale infrastructure development in India with O&M practices benchmarked to global standards. With four IG rated businesses, it is the only Infrastructure Investment Grade issuer in India.
Job Purpose: This position will be responsible for driving sales and profitability for identified Branch and key select customers
Responsibilities:
Branch Head
Sales, Planning & Contract Execution

• Drive Profitability and achieve Sales Budgets at the Branch level
• Provide inputs to Zonal Head for Annual Sales Planning for branch/zone
• Create monthly, quarterly branch sales plan and assign territory-wise sales targets to traders
• Periodically (monthly and quarterly) review branch performance plan and create action plan to achieve budgeted targets
• For assigned customers, negotiate the terms of sales orders (including value and payment) within specified guardrails
• Seek approvals (as per DOA) for deviation (if any) to standard contracts based on performance parameters
• Ensure successful closure of contracts as per timelines
• Review Branch EMD (at branch level, for individual and team) collection status and guide Traders for closures along with the commercial team
• Resolve collection issues along with the commercial team and/or escalate to respective stakeholders for required action
• Collate market demand at Branch level and provide inputs for cargo planning

Branch Development Strategy, Market Intelligence

• Conduct market mapping for Branch to identify potential new customers, regain inactive customers and explore further potential from current customers
• Identify and drive new product development opportunities
• Grow and retain the market share of the branch
• Champion IRM Registration amongst existing customers and ensure new orders are done through IRM (as mandated)
• Provide support to Traders by getting involved in business development activities for their respective territories
• Capture market intelligence through multiple sources (field inputs, research, competition intelligence) - Voice of Customer (VoC) on coal quality (customer feedback) - Competitor scanning
• Circulate market intelligence with respect to competition, pricing and product details and propose action plans
• Review existing processes and systems for identifying process/system improvements, identify new initiatives, automation and digitization opportunities

Inventory Management

• Resolve supply issues or customer escalations by coordinating with customer(s), port and internal team members
• Monitor and minimise unsold inventory within the branch, including planned vessels
• Maintain despatch targets with customers as per their respective contractual terms
• Review average inventory data to plan and minimize inventory aging and handling loss

Reporting and Enhancements

• Guide sales support on timely reporting of deals to ensure hedging of currency and index (if applicable)
• Generate MIS reports as per business requirements (including branch sales reports, inventory reports, competition reports etc.)

Customer Engagement

• Manage customer complaints (regarding quality, operations, logistics etc.) through timely resolution and escalation (as required)
• Guide Quality Team Member to resolve customer escalations on quality-related parameters

Digitisation and Automation

• Lead and execute (for senior roles)/Support (for junior roles) comprehensive digitization strategies to optimise operational efficiency
• Innovate and implement automation solutions to support overall organisational goals/strategy

People and Team Engagement

• Lead, inspire and mentor the team to foster a high-performance culture
• Drive and enhance employee engagement across the team to sustain a positive workplace culture
• Foster a conducive environment for high employee retention by ensuring team satisfaction and professional development
• Supervise and support team to achieve operational goals
• Identify and develop successors

Key Stakeholders Internal:

• Zonal Head
• Commercial Team
• Port-In-Charge
• Traders
• Sales Support
• Quality Executive

Key Stakeholders External:

• Customers
• Port authorities
• Port - Logistics

Qualifications:
Education Qualification:

• Post Graduate in any relevant field or MBA

Work Experience (Range of years):

• 8+ years of experience

Skills Required