Regional Business Head, East, Farm Replacement Sales

Goodyear Tire & Rubber · Kolkata

The role leads regional business growth for Goodyear’s Farm Replacement Sales business, driving sales performance, market share expansion, channel development, and profitable growth. It translates national business priorities into regional strategies while strengthening dealer partnerships, financial discipline, and sales team effectiveness to deliver sustainable business results.

You Will Be Responsible for:

1. Regional Business Strategy & Growth

Develop and execute regional business strategies, AOPs, sales forecasts, and growth plans aligned with national objectives.
Identify high-potential markets, territories, and customer segments to accelerate market penetration and business expansion.
Monitor regional performance, conduct business reviews, and implement corrective actions to achieve sales and profitability targets.

2. Sales Planning & Commercial Performance

Drive regional sales plans covering volume, pricing, product mix, inventory, distribution, and resource allocation.
Monitor sales performance against targets and forecasts, ensuring timely corrective interventions.
Optimize pricing strategies and product positioning to strengthen competitiveness and profitable growth.

3. Market Development & Brand Growth

Drive Share of Market (SOM), Share of Accounts (SOA), and regional market expansion through targeted sales initiatives.
Strengthening dealer networks, improve market coverage, and identify new channel and customer opportunities.
Leverage market intelligence and competitive insights to develop effective business and customer engagement strategies.

4. Channel & Distribution Management

Lead dealer and distributor network development, onboarding, performance evaluation, and channel optimization.
Drive inventory planning, stock availability, and liquidation to maintain healthy channel inventory and product availability.
Strengthen relationships with key channel partners and ensure adherence to company policies and operating standards.

5. Financial Performance & Business Profitability

Drive regional profitability through disciplined pricing, product mix optimization, and effective commercial decisions.
Monitor collections, outstanding receivables, credit exposure, and cash flow in partnership with Finance.
Evaluate dealer schemes, discounts, and promotional investments to ensure financial discipline and measurable returns.

6. People Leadership & Organizational Development

Lead, coach, and develop the regional sales team, establishing clear objectives, accountability, and performance expectations.
Build team capabilities through structured coaching, field assessments, and targeted development interventions.
Strengthen the leadership pipeline through talent reviews, succession planning, and development of direct reports.

7. Business Governance & Execution Excellence

Establish performance dashboards and review mechanisms to track sales, market share, profitability, collections, and channel productivity.
Ensure adherence to company policies, commercial guidelines, and established business processes.
Identify regional business risks and develop mitigation plans to protect performance and business continuity.

What You’ll Bring

Experience & Qualifications

Bachelor’s degree in business administration, Marketing, or a related discipline; an MBA will be an advantage.
15+ years of relevant sales experience, preferably in the tyre, automotive, agricultural, or allied industries.
Demonstrated experience in regional sales leadership, dealer and distributor management, market expansion, and profitable business growth.
Proven track record of delivering sales targets, managing AOPs, improving market share, and leading high-performing sales teams.

Leadership & Functional Competencies

Strong commercial acumen, strategic planning, and market intelligence capabilities.
Proven expertise in channel development, pricing, distribution, and financial performance management.
Demonstrated ability to coach teams, influence stakeholders, and drive cross-functional execution.

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Goodyear is one of the world's largest tire companies. It employs about 63,000 people and manufactures its products in 48 facilities in 19 countries around the world. Its two Innovation Centers in Akron, Ohio, and Colmar-Berg, Luxembourg, strive to develop state-of-the-art products and services that set the technology and performance standard for the industry. For more information about Goodyear and its products, go to www.goodyear.com/corporate

Goodyear is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to any characteristic protected by law.

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