AMITY UNIVERSITY

UTTAR PRADESH
AMITY BUSINESS SCHOOL
October 18, 2019
MBAs, Class of 2020
NOTICE
FINAL PLACEMENT
Reliance Industries – Petroleum Retail
At Reliance, our focus is on driving the nation towards growth with our advanced products and
services comprising of High-Speed Diesel, Petrol, Auto LPG, Lubricants, Aviation Fuel, Packed
LPG catering to different segments ranging from two wheelers to aeroplanes & farm equipment
to heavy engineering vehicles.

With a strategically located network of 1380+ retail outlets spread across the country, our fuel
retail business provides value to our customers through a 100% automated network, backed by
superior technology. The assurance of right quantity at the right price offers true peace of
mind round the clock, to all our customers.

Additionally, RELSTAR our lubricants business - offers a range of products to customers

through its strong network of partners comprising of over 100+ distributors and 12000+
dealers. Trusted by all, its usage is widely accepted by customers across the country.

The Packed LPG business serves over a million plus happy customers across homes, hotels and
industry today, through its 2300+ distribution outlets.
Reliance Aviation is one of the preferred suppliers of fuel to leading airlines in the country.
Across 30 airports, we are providing high quality Aviation Turbine Fuel, fuelling 1 aircraft
every 3 minutes across our operating network.

The organization is requiring MBA students as per following details :

Position : Area Sales Representative

Looking for : MBA – Mktg & Sales candidates

(BE/B.Tech students preferred but others can also apply)
Location: Pan India

Salary package – Rs. 6.66 L CTC ( Fix Rs.5.88, 000/- + ACB Rs. 78,000/-)

Who can apply : MBA , MBA (M&S), MBA E, MBA (T&L), MBA (RM), MBA-
BTech (Dual) (CGPA 6 & above only )
 JOB DESCRIPTION
AREA SALES REPRESENTATIVE
Petroleum Retail – RIL

1. 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.

2. PRINCIPLE ACCOUNTABILITIES:

EXPECTED END RESULTS MAJOR ACTIVITIES

1. To achieve set targets for MS/HSD/ALPG/ 
Lubes/TCC
2. CRM ( Customer relationship management ) 
and customer retention
 Coordinate with Trans connect Agents (TCAs) ,
3. RO Operations and marketing
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.
Responsible for established norms for customer
service/ retention.
Product Promoters for customer acquisition and
activation / relationship management of Trans
connect customers for fuel and non-fuel products, in
his sales area.
 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
generation(DG) activities
and Demand  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
6. Conducting regular audits of all ROs within 
his geographical area; follow up the audits
with corrective action wherever required.
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.
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

7. Understanding, dissemination and training 
of relevant RO staff on all fuel / non fuel
SOPs related to ROs
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.
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.

4. MAJOR CHALLENGES
 Achieve MS/HSD/Lubes/MDU & PFC sales targets in a highly competitive
environment
 Keeping all Channel Partners motivated.
 Implementing Mechanic Loyalty Program ( MLP ) in the assigned sales area.
 Keeping Distributor/TCC Operations / Product promoters operations viable.

5. KEY DECISIONS
 Provide Sales Plan for Placing of Indents of Lubricants, Monthly dispatch plan for MS
& HSD.
 Retail outlet Dealer appointments, Operator appointments, Managing of Product
Promoter (Lubricant & MDU/PFC business) / Lube Distributor & CFA appointments
in Sales areas.
  Recommendation of Trade Discount & additional schemes to Lube Distributors & CFAs
.
 Decide on the inventory levels of lubes to be maintained at COCO/TCC to avoid stock
outs and non moving SKUs.
 Proposing termination/replacement of non performing channel partners to state head.
 Recommend for price support for key customers to gain the volume along with ensuring
profitability.

6. DIMENSIONS
 Annual Sales Volume ( MS / HSD / ALPG ) : .... KL
 Total No. of Retail Outlets under the AM( Nos.) : COCO - Nos, CODO - Nos, DODO
– Nos.( Includes No.Under Constr. RO)
 Nos of Distributors handled : Nos.
 Nof of CFAs handled : Nos.
 No of Active Dealers Handled : ( Subject to ratification from Lube Team, HO)
 No of Active Mechanics : ....
 No of Direct Customer handled: .....
 MFF model Plaza handled: ......
 Annual Lube sale Volume: ......
 Annual MDU / PFC sales Volumes :……
 Annual Trans connect sales volumes:
 No of active transconnect customers : Nos.
 No. of product promoters ( MDU & PFC business ) handled : Nos.

7. SKILLS AND KNOWLEDGE

PERSONAL CHARACTERISTICS & BEHAVIOURS

 Excellent communication, Objection Handling & Negotiation, Multi Tasking Skills.
 Managerial, organizing and co-ordinaton 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.
All interested & eligible students need to fill the below mentioned google link before
8.00 pm on 20h Oct. 2019 .

Google link : https://forms.gle/XEs8XtSguHUMhoe96

Student Coordinator : Gagan Singhal Mob. M: +91-8743942949

(Team CRC )