Manager (Sales - IBU) Bhopal RO

Job Title:
Area Sales Manager
Function:
Sales - IBU
Sub-function:
-
Reports to:
Divisional Manager Sales - IBU
Office/Location:
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