National Head – Trade Channel Development

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.

Cements: Adani Cements, part of the Adani Group, is a leading player in the Indian cement industry, committed to delivering high-quality products and innovative solutions. With a focus on sustainability and advanced manufacturing technologies, Adani Cements aims to revolutionize the construction sector and contribute to building a stronger, more resilient future.

Job Purpose:

The Head - Sales & Market Development and PMO drives strategic sales initiatives, optimize market expansion, and ensure effective project management. This role focuses on market analysis, stakeholder collaboration, digital transformation, and risk management to maximize growth and utilization.

Responsibilities

Strategic Leadership and Expansion

• Formulate and implement strategies to ensure maximum utilization of increasing production capacity, balancing supply and demand effectively.
• Identify new markets for entry and create detailed market penetration plans, including geographic expansion and new customer segments.

Market Development

• Conduct comprehensive market analysis to understand regional demand trends, competitor activities, white spaces, and customer preferences.
• Establish strategic partnerships with key industry players, including construction companies, government bodies, and large-scale infrastructure projects.

Sales Management

• Set sales targets for different regions and market segments in alignment with the expanding capacity.
• Implement robust sales performance monitoring systems to track progress and identify areas for improvement.

Channel Management

• Collaborate with the Head Channel Management & Micro Markets to develop and refine channel strategies, ensuring a balanced and efficient dealer network.
• Strengthen relationships with existing dealers and identify new dealer partners to enhance market reach.
• Implement mechanisms to resolve channel conflicts and ensure smooth operations.

Project Management

• Oversee the planning and execution of strategic projects, particularly those related to market expansion and capacity utilization.
• Establish governance frameworks and best practices for project management, ensuring projects are delivered on time and within budget.

Innovation and Digital Transformation

• Oversee the development and implementation of digital sales platforms and streamline sales processes.
• Utilize advanced data analytics to gain insights into customer behaviour and market trends, driving data-driven decision-making.

Risk Management

• Work closely with the Specialist Credit & Risk to develop and implement robust credit policies, ensuring financial stability while expanding sales.
• Continuously assess market risks, including economic downturns, regulatory changes, and competitive pressures.

Team Leadership and Development

• Lead, mentor, and develop a high-performing sales and market development team, fostering a culture of excellence and accountability.
• Foster an engaging and motivating work environment, encouraging innovation and collaboration among team members.

Commercial Acumen

• Drive commercial success by contributing to the development and implementation of strategies that enhance revenue and market position.
• Identify and leverage new business opportunities to maximize organizational growth.

Compliance with Legal and Regulatory Standards

• Ensure adherence to all relevant laws, regulations, and corporate policies within Sales & Marketing.
• Conduct regular compliance audits to monitor adherence to legal and regulatory standards.
• Prepare and submit detailed compliance reports to senior management, highlighting areas of concern and improvement.

Corporate Governance

• Establish a clear framework for ethical decision-making within the department, providing guidance on ethical dilemmas.
• Ensure departmental activities align with corporate governance principles and organizational values.
• Set up mechanisms for reporting unethical behaviour, ensuring issues are addressed promptly and fairly.

Ethical Standards

• Use ethical reasoning to guide decisions, considering the broader impact on the organization and stakeholders.
• Ensure all communications, both verbal and written, reflect the organization’s commitment to integrity and ethics.

Ethics and Governance Integration

• Ensure that ethical guidelines are integrated into all aspects of departmental planning and operations.
• Align departmental activities with the organization’s governance framework, ensuring compliance with established policies.
• Establish accountability measures to ensure adherence to governance and ethical standards across the department.

Innovation and Continuous Improvement

• Promote a culture of innovation by encouraging team members to propose new ideas and approaches.
• Pilot new technologies and approaches to determine their effectiveness and scalability within the department.
• Implement feedback mechanisms to gather insights and make iterative improvements to processes and practices.

Internal Controls and Risk Management

• Develop and implement robust internal control systems to safeguard against financial and operational leakages.
• Conduct comprehensive risk assessments to identify potential threats to departmental operations.
• Monitor internal controls through regular audits and reviews, ensuring compliance and effectiveness.

Policy Adherence and Development

• Implement and enforce organizational policies to maintain consistency and alignment with corporate objectives.
• Contribute to policy development by providing feedback and insights from departmental operations.

Internal Stakeholders

• Chief Sales & Marketing Officer
• Head Channel Management & Micro Markets
• Cluster Manager - Channel Management
• Channel Relationship Manager
• CSO

External Stakeholders

• Industry Partners
• Sales Promoters
• Dealers
• Government and Regulatory Bodies

Qualifications

Educational Qualification

• Master's degree/ MBA in Business Administration, Marketing, or a related field.

Work Experience (Range of years)

• 10+ years in sales and market development with extensive PMO experience.

Industry Knowledge

• Strong understanding of sales strategies, market dynamics, and project management methodologies in channel sales setup.