Channel Sales Manager - HD
Description:
Education
B.E. /B. Tech preferred from a top tier institute
60% throughout academics (10th, 12th, B.E./B. Tech) is mandatory
Experience
2-5 years of work experience preferably in Sales.
From Commercial Vehicles/Tractors/Tyres Industry.
Business Understanding
Understanding broad perspective of USPs of ETB Solution and its commercial advantages also competitors:
Expert understanding- VLP
Expert understanding- Key Account Management.
Comprehensive view of AM offerings.
People Management
Negotiation Skills
Operational Understanding - Channel Management
Financial acumen- customer business and dealership
Area of Responsibility
HD Sales Market Share targets
Customer Profiling of assigned territory, Create and ensure adhenece of DSE wise Sales Plan, Coordinate with financers to esnure fund availability to customers, Ensure higher contribution from Vaule Trucks in the sales mix, Organize customer connect events, Training of dealer sales team.
Customer engagement and process adherence
Customer engagement: Plan and secure budget for various customer engagement plans for the Region, Review the action plans progress on plans prepared for customer engagement by ASM Engage with critical customers Stakeholders to increase engagement and monitor closure Process adherence: JCP Tracker followup of DSEs, Ensure Daily Huddle Participate in Weekly Huddle, JCP Tracker - Self, Activity Planning, Execution and Review (including Capitalized vehicles Utlization), Joint Sales and Service Visits, P-Terex
Business Development Activities.
Dealer Led Sales - Un assisted Sales, On Job Sales Coaching to DSEs / DSMs (7 Stage Sales Process), Training Compliance of DSEs / DSMs, VIP Delivery, Resolution of dealer operational issues pertaining to Sales, Driving BPS/Segmentation methodology in dealerships, Testimonials Collection process by dealers, after satisfying customers, DSE productivity
Customer issues resolution
Issues to be Captured in RO War Room weekly. Issues to be followed for closure.
Full time