Area Sales Rep. - LPG - GJ - Morbi

Job Description

Area Sales Rep. - LPG - GJ - Morbi

• Posted Date :01 Oct 2021
• Function/Business Area :Refining & Marketing
• Location :Rajkot

Job Responsibilities :.Job Purpose:To achieve set sales targets for MS/HSD/ALPG assigned for the Retail outlets (ROs) /Lube Distributors , Lube Carrying & Forwarding agents ( CFA) /Trans connect centres ( TCCs ) within his geographical area and thereby ensure attainment of overall top-line of the company by ensuring quality service and timely delivery.Job Accountabilities 1. To achieve set targets for MS/HSD/ALPG/ Lubes/TCC:

• Responsible for sales volume for all businesses (MS / HSD / ALPG / Lubricants / Mobile Dispensing Units [ MDU ] & Packed fuel container business [ PFC ]) within his geographical area
• Responsible for profitable operation of Plaza at company flag ship retail outlets (Truck Stops) through Minimum Franchisee Fee ( MFF ) model.

2. CRM ( Customer relationship management ) and customer retention:

• Responsible for established norms for customer service/ retention.
• Coordinate with Trans connect Agents (TCAs) , Product Promoters for customer acquisition and activation / relationship management of Trans connect customers for fuel and non-fuel products, in his sales area.

3. RO Operations and marketing:

• Responsible for collection, remittance and re-conciliation of cash collected at Company owned outlets by operators & Minimum franchisee fees paid by Plaza franchisee/s as per laid down commercial policies/ processes.
• Assist Retail outlet(RO) dealers in obtaining statutory licenses, approvals etc.
• Responsible for company owned retail outlets (COCO) related MIS reports and closing all system generated exception reports at Retail outlets (ROs) as per guidelines issued from time to time.
• Responsible for obtaining competitor sales / other marketing intelligence data in pursuance of better business opportunities for ROs/TCCs/Lube distribution/MDU & PFC business in his sales area.

4. Business development and Demand generation(DG) activities:

• Conduct field visits and trading area surveys; identify potential sites for setting up new retail outlets ; conduct interviews and enrol dealers / operators / lube distributors / Lube CFA / Product promoters ( Lube & MDU/PFC business ) / TCA & Plaza franchisees.
• Responsible for marketing events and promotions as directed by State Head/state sales & operations manager /State Business Development manager.
• Conduct DG activities and ensure mechanic loyalty programme (MLP) implementation for Lubes in coordination with Lube Distributors/TCAs.

5. Ensuring implementation of RIL fuel proposition to the customer, primary focus on Quality and quantity:

• In time communication of all SOPs and their updates to channel partners and RO staff.
• To coordinate between dealers and supply points for timely placement of indents and their execution so that there are no stock outs.
• Critical analysis of ROs showing excess product loss or gains.
• Ensuring all automation devices remain functional;
• Upkeep maintenance and health of back up devices like UPS batteries, generator (DG) set etc. at Dealer ROs.
• Manpower deployment at ROs as per manning norms.
• All complaints, especially related to Quality & Quantity ( Q&Q ) from customers to be promptly investigated.
• To ensure All ROs adhere to meet statutory norms on nozzle delivery, density variations and retention samples of Tank Trucks ( TT).
• To draw random samples from ROs for quality / batch formation tests.

6. Conducting regular audits of all ROs within his geographical area; follow up the audits with corrective action wherever required:

• To carry out all types of RO/Plaza audits as per the frequency notified in the guidelines
• To investigate any major irregularity and assist HO fuel services in fixing responsibility / ensuring resolution
• To act on Petroleum Network Operations Centre ( PNOC ) generated alerts/exceptions as per guidelines
• To close Key Management System (KMS) exceptions generated by PNOC and bridge the gaps in training of RO staff , if any, to prevent their recurrence.
• To expedite liquidation of audit points where action is required from channel partners/tracks/state office.

7. Understanding, dissemination and training of relevant RO staff on all fuel / non fuel SOPs related to ROs:

• To clarify all doubts on SOPs and their updates from the Subject Matter Experts (SMEs) at Head office.
• To observe adherence of SOPs at ROs and discus deviations with channel partners & RO staff.
• To test RO staff on their knowledge on SOPs and cross check through automation reports / RO registers / PNOC reports.
• To train all staff and channel partners / key persons of dealers on SOPs using all available tools of training.
• To institute buddy system at all ROs for them to handhold new staff till he gets trained.
• To seek feedback about progress in learning of SOPs by new staff on telephone / personal visits regularly.
• To ensure that all SOPs in soft and hard copies and their updates are always available at all ROs for quick reference.
• To conduct OJT (On the Job Training) type training for RO staff on regular basis and to share best practices in the area.
• Imparting Training to DSR#s, Dealers, Distributors on Product knowledge / competitor and own schemes.

Education Requirement :Required: BE/ Graduation in any stream + MBA in MarketingDesirable: BE + MBA MarketingExperience Requirement :0 to 2 yearsSkills & Competencies :PERSONAL CHARACTERISTICS & BEHAVIOURS

• Excellent communication, Objection Handling & Negotiation, Multi Tasking Skills.
• Managerial, organizing and co-ordination skill.
• Analytical thinking and problem solving ability.
• Self-motivated and strong organizational skill.
• Strong interpersonal skill.
• Energy& passion to travel minimum 15 to 20 days in a month to increase the volume of sales of all products in the respective area.

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Keyskills :
product knowledgetechnical processcustomer relationship managementsubject matter expertsretail outletsmanagement systemproblem solvingchannel partnersloyalty programscorrective actionarea saleskey management