MGR (SALES - IBU)

Job Title:

Area Sales Manager

Function:

Sales - IBU

Sub-function:

-

Reports to:

Divisional Manager Sales - IBU

Office/Location:

Chandigarh RO

2. INTERACTION WITH STAKEHOLDERS

Internal

External

Direct

- Sales team
- Marketing team
- Finance team - Network Development team - Sales Planning team
- Service team

- Dealerships
- Interaction with customers / unions
- BAFL , Other financers

Indirect

3. JOB REQUIREMENTS

Educational Qualifications

Essential: Any post graduate (MBA) from Tier 2 colleges.

Desired: Post graduate (MBA) from a premier institute.

Work Exp

Min: 3

Max: 8

Need for travel

High

75%

4. KEY COMPETENCIES

Technical/Functional

- Understanding of sales processes
- Dealership Management
- Product Knowledge - Market Intelligence - Competition Tracking
- Network development
- Negotiation and Conflict Resolution
- Sales Training
- Local Activation
- BTL activations
- Marketing

Behavioural

- Continuously raise the bar
- Ensure results with speed
- Meet customer expectations

5. KEY RESPONSIBILITIES

Sales Vs. Targets:
- Achieving the sales targets through channel partners in the assigned region
- Increasing the market share for the assigned region by providing strategic directives - Involved in the preparation of Sales plan with Divisional Manager for setting sales targets for Sales executives by analyzing actual sales vs expected sales - Updating market developments periodically to facilitate proactive steps to combat competition
- Analyzing market sales data and customer satisfaction data
- Drive volume and Market Share growth in all categories sold

Network Coverage:
- Identifying the network gaps & identify prospective dealers
- Managing the business by monitoring each dealership in terms of viability and profitability
- Identifying new towns for Expansion

Systems and Processes:
- Capturing ASM best practices and deploy them horizontally in concerned areas
- Timely Training to Dealers and dealer staff on Sales process, Product & CRM related activities
- Reporting on Dealer performance, Market Shares, Market information, Sales Forecast, Competitor Performance, RTO analysis, Application Matrix, Financier Matrix and Team Productivity
- Timely entering targets and achievements on internal platform (CDMS)

Manpower:
- Ensuring adequacy of manpower at channel partners
- Timely training of the Dealership Sales Manpower

BTL/Local Level Marketing:
- Initiate marketing programs/ BTL activities from time to time in the assigned region and monitor customer service to achieve sales objectives and customer satisfaction

Stock and Working Capital:
- Managing the funds flow to the dealerships and ensure optimization of working capital
- Stock planning & correction

Finance:
- Manage funds flow to the dealerships by way of coordinating with the Financiers
- Ensures smooth operation by tying up with Financiers for trade advances or Inventory Funding
- Continuous interaction with various financers (Including BAFL) to ensure retail finance at the dealerships

The above list is not exhaustive and could evolve with changing needs & priorities of the company

6. KEY RESULT AREAS

- Sales Vs Target
- Market share growth
- Adequacy of Network Coverage - Systems & Processes - Finance
- Manpower
- Projects undertaken by the BU/ region for the quarter
- Local Level marketing and BTL activities