Senior Manager (L5)- Std-Territory Sales Manager

Purpose of the Role:

To achieve the sales of passenger vehicles range in the assigned dealerships by close coordination with dealer principals, sales team through ATL/BTL activations in the territory of coverage in order to achieve the desired volumes, market share & customer experience within the company guidelines, policies & available resources

Job Responsibilities:

Planning, Forecasting and Meeting Sales and down stream business targets:

Ensure periodic (Monthly & quarterly)sales projection - dealer wise / model wise for the territory 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 drive improvements in conversion ratios which thus increases the pipe line.

Monitor TD penetration which will help in increasingthe conversion ratio

Drive volumes and target achievement (segment wise and product wise) throughnetwork and sales team and hence achieve targeted Market share for each segment(personal & B2B)

Pipe line management and weekly target review in order to identify gaps in theprocess and take corrective actions withrespect to the targets

Develop relationship with financiers and ensure that there is a spread of 3-4financiers at the dealerships.

Drive the non-auto revenue streams like TMI, TMA, Accessories, Extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams.

Ensure regular visits to activity locations in guiding the team for proper implementation of the activities.

Regular influencers/fleet operators/financiers meet 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.

Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counteractions.

Timely Submission and coordination with regional finance team in settlement of dealer claims.

Work closely with dealership to improve profitability

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.

Timely submission of claims and followup so that the money gets credited withinleast possible time.

Team Management

Identifying training needs of dealer sales team and provide training to team members on new models/processes when required

Based on low performance & low SSI score identity required training needs to CA's, and need to hand hold them for better performance and also ensure overall productivity

Ensure timely disbursement of sales team incentives & R&R programs to the sales team for better motivation and retention

Recruitment of dealers teams per norms

Timely submission of required reports and updates to SH & to other supporting depts.

Maintaning strong relationship with the dealers and keeping them engaged.

Network

Ensure DI norms/man power availbilty/productivity in Fclass/NED's and update the same to Network team

Update to network team on competition network expansion in the territory & inputs on our presence

Handholding new dealers closely for the first year of their operations alongwith 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 customer complaints within TAT& take steps for process improvements to ensure that similar complaints don't repeat

Supporting Market Intelligence

Ensuring through regular customer feedback capturing of product& services and escalate the same to SH

Track competition activities, sales trends, consumer schemes and 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

2-8years’ experience in sales and channel management (GET/ PGT freshers from top20 institutes after proper sales training)

Automobile/Auto Ancillary/Consumer Durables/FMCG

Skills & Competencies:

Financial acumen

Technical skills

Communication skills

Negotiation Skills

Data Analytics