MGR (SALES - IBU) - Patna RO

Job Title:

Area Sales Manager

Function:

Sales - IBU

Reports to:

CH Sales - IBU

Office/Location:

Patna RO

 

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

 

JOB REQUIREMENTS

 

 

 

Educational Qualifications

Essential: Any graduate from Tier 1/2 colleges

Desired: Postgraduate (MBA) from a premier institute

Work Exp

Min: 3

Max: 8

Need for travel

High

75%

           

 

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

 

 

 

 

 

 

 

 

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 CH for setting sales targets for Sales executives by analysing actual sales vs expected sales
• Updating market developments periodically to facilitate proactive steps to combat competition
• Analysing 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

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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

 

 

 

 

 

Apply now »