KRA-KPI for Order processing and Planning:

Purpose
Responsible for planning, implementing and directing the sales activities of the company in a designated area to achieve
sales objectives.
Main Job Tasks and Responsibilities
 develop a sales strategy to achieve organizational sales goals and revenues
 ensure sales team have the necessary resources to perform properly
 monitor the achievement of sales objectives by the sales team
 liaise with other company functions to ensure achievement of sales objectives
 investigate lost sales and customer accounts
 track, collate and interpret sales figures
 forecast annual, quarterly and monthly sales revenue
 generate timely sales reports
 develop pricing schedules and rates
 formulate sales policies and procedures
 Help prepare budgets – forecast orders could be consolidated and estimate fund required for manufacturing.
 control expenses and monitor budgets
 maintain inventory control
 conduct market research and competitor and customer analysis
 analyze data to identify sales opportunities
 develop promotional ideas and material
Number of change overs. Original plan of changeovers vs. actual number of change overs.
Downtime due to changeovers. – Hours spent for change overs.
Gross Vs. net – RFQ s processed vs. orders acquired.
OEE – Designated capacity of a machine and actual output took out from the machine.
Late orders – Delivery date promised shorter than throughput time for qty. ordered.
Scheduled OT hours – Planned OT to meet out delivery.
Scheduled hours Vs. Actual hours
Incomplete work orders and hours of work required (weekly).
Schedule adherence.

Receiving RFQs and study for suitability and worthiness.

Interact with originator and got RFQs clarified for further processing.
RFQs discussed with CFT.
Quotes prepared, approved and forwarded to aspirants.
POs received.
Required resources estimated. Spare capacity available? Outsourcing needed?
Delivery time can be honored or not?
Cost under control or not?(pricing template, unit cost price, inventory)

Preparing dispatch schedule consolidating POs preference and customer schedule.

Inventory control.
Consignment size (packing type, total weight, physical dimensions and number of packing’s) determined per
customer.
Dispatch Transport, consignee and receiver Documents and Packing list verification completed.
Vehicle inspection prior to entry admission and loading/stuffing process.
Dispatch clearance from Program manager, QA and marketing acquired.
Vehicle loading completed and security cleared and passed out the vehicle.

Follow up for consignment reach and delivery status until customer acceptance of the items sent.
Receive customer complaints and arrange for CFT/QA study and root cause analysis.
Give feedback to customer.
Take appropriate corrective action and get customer satisfaction report.
Ensure necessary preventive actions are taken and expected results accomplished.
Customer follow up for product performance monitoring and use satisfaction level assessment.
Soliciting customer suggestions and opinion on product performance.
Sl. KPI subject Daily report
No
KRA 1. Order 1. RFQs received –today
Processing New and Regular-variant.
KPI 1. RFQ processing 2. RFQ’s selected for
outcome Feasibility study.
3. Feasibility and cost
estimation reports done for…
4. RFQs approved for
processing.-today
5. Quotes sent for RFQs-today
KPI 2. PO execution 1. POs received today
success rate. 2. Resource plan completed
for POs today.
3. Delivery time and cost
planning done for POs today.
4. Orders accepted for
processing today
5. Customer schedules
received –today
6. In house spare capacity.
KRA 2. Planning 1. Number of products
KPI 1. Scheduling – planned for start of
resource utilization production today.
efficiency. 2. No of starts/change overs
planned today.
3. Time spent on change
overs at all work centers.
4. Late orders scheduled
today.
5. Planned OT hours –today
6. source or in house capacity
not used.
KRA 3. Dispatch 1. Dispatches scheduled today
KPI 1. Delivery 2. Dispatch with held
Adherence strike rate. a. item not ready
b. packing delay
c. customer advice
d. Quality issue
e. documents missing
KRA 4. Customer 1. Customer complaints
feedback received today.
KPI 1. Customer 2. Corrective actions
satisfaction index. completed today.
3. Root cause analysis done
today for complaints.
4. Customer feedbacks
received on corrective actions
taken. Today
5. Customer survey feedback
forms received today
Monthly report Targets Actual KPI
measure/Remarks.
1. RFQ vs. POs received
2. Value of POs.
3. Orders cancelled.
4. Open orders
5. New customers
6. Repeated orders
1. Number of POs
/Customer schedule value
taken for production.
2. Dispatches done as per
plan. (Qty. and Value)
3. OTD
4. Actual cost against
budgeted sale value.
5. Stores inventory value
1. Number of dispatches
planned for the month.
2. Outsourcing of
processes planned.
3. OT hours planned.
4. Unutilized capacity in-
house. (OEE)
5. Failures in time line
planned.
6. Incomplete orders to be
carry over to next month.
7. Scheduled working
hours.
1. Finished Goods
Inventory value.
2. Delivery adherence.
3. Rescheduled delayed
dispatches- Demurrages
4. Dispatches pre-dated
1. Number of complaints
by a. nature
b. repeated
2. Customer complaints
a. closed
b. open
3. Customer satisfaction
index.
4. Customers responded
survey.