Manager - Area Sales

Purpose of the Role

To achieve the sales of new vehicles range in the assigned dealerships in order to achieve the desired volumes, market share & CX.

Job Responsibility

• Planning, Forecasting and Meeting Sales and downstream business targets: Ensure periodic (Monthly & quarterly) sales projection - dealer wise / model wise using seasonality /market trends / pipelines / bulk deals etc. BTL /ATL Plan and execution towards the results and review mechanism by weekly PDCA Monitor the enquiry generation thru various sources and TD penetration to help drive conversion ratios which thus increases the pipeline. Drive volumes and target achievement (segment wise and product wise) through ntwk and sales team and hence achieve targeted Market share for each segment (personal & B2B) Regular influencers/fleet operators/financiers meets for maintaining the relationship and to track bulk orders
• Dealer Management: Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc. Implementation of processes at dealership like ageing GF/PF, pending follow ups updation, same day GF to Retail Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc and work closed to improve profitability. Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions. Timely Submission and coordination with regional finance team in settlement of dealer claims. Adherence on infringement policy with in the dealers to improve dealer retention& profitability. Coordination with logistics department for timely billing and dispatches to avoid delay in deliveries.
• Team Management: Identifying manpower and training needs of dealer sales team and ensure the same Based on low performance & low SSI score identify training needs of CA's, and support better performance and overall productivity Ensure timely disbursement of sales team incentives & R&R programs to the sales team for better motivation and retention. Timely submission of required reports and updates to SH & to other supporting depts.
• Network: Ensure DI norms/manpower availability/productivity in Fclass/NED's and update the same to Ntwk team Update to ntwk team on competition ntwk expansion in the territory & inputs on our presence Handholding new dealers closely for the first yr of their operations along with sales team.
• Ensuring Best in Class Customer Experience: Implement the SSI process at dealerships, conducting regular reviews with CRM/GM/DP & dealer sales team, and need to create action plan and execute for SSI improvement. Drive retail excellence initiatives like NAVRATNA, monitor scores and intervene as and when required for guiding corrective actions Monitoring the timely resolution of cust complaints within TAT & take steps for process improvements to ensure that similar complaints don't repeat
• Supporting Market Intelligence: Ensuring through regular cust feedback capturing and escalate the same to NSH Track competition activities, sales trends, consumer schemes & dealer incentive programs through retail marketing teams in order to stay competitive in the field actions.
  
  

Stakeholder Profiles & Nature of Interactions

Internal

RM/ZM

Review and support related to ETBR management, review of dealership performance, credit collections, outstanding, claim process settlement etc.

External

BTL Agencies

ATL/BTL activation

Financers & PSU's

Financial Scheme preparation for targeted product

Dealers

ETBR, Manpower training, territory coverage, Working capital requirement, Market intelligence based on competition analysis

Competition OEM

Market intelligence

Desired Candidate Profile

• B.E/Post Graduate (Preferably MBA)
• 2-8 years’ experience in sales and channel management
• Automobile/Auto Ancillary/Consumer Durables/FMCG
  
  

Skills & Competencies

• Financial acumen
• Technical skills
• Communication skills
• Negotiation Skills
• Data Analytics