MGR (SALES - IBU) - Ahmedabad RO

Job Title:

Area Sales Manager 

Function:

Sales - IBU

Sub-function:

-

Reports to:

Divisional Manager Sales - IBU

Office/Location:

 Ahmedabad 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