Area Sales Manager - VTI

Job Description

Role: Area Sales Manager - VTI

Division: VTI

Function: VTI Sales - Mining & Coal

Reporting into: Regional Sales Manager

Level: M3

Purpose of the Role

This position exists in order to execute business development & sales for 50 area, monitor competitor activity, plan extensively for market development, ensure customer satisfaction, maintain contacts with business-area related stakeholders & other principals, maintain a relationship with financiers, etc. with the objective of meeting sales target for the defined area within the limits of overall business strategy & plan derived for sales in the applicable segment.

Span of Control

Direct Reportees : 20

Indirect Reportees : 20

Education

Minimum Requirements:

Btech/BE (MBA Preferred)

Experience

Relevant Experience of 4 - 8 Years

Business Understanding

• Comparative product specification comparison for assigned models.  


• Understanding of transportation business requirements for the Area.


• Operational understanding -Transport economy calculation with our solution.


• Connecting features to commercial benefit and stacking the same to get premium over the competition.


• Operational understanding-Key account Management

Area of Responsibility

Volvo Truck Sales

PLANING & EXECUTION - Understand prospective application requirements. Identify suitable product offerings. Explain product features and benefits to prospective customers. Finalize terms of sale as per authorization limits. Support customers in securing product finance. In order to meet customer requirements and achieve BP Area Sales targets. 

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Business Development Activities

Mapping the Area extensively to identify new segments, applications, and prospects for business growth. Explore potential buyers entering the market. Value Proposition Discussion-explain product features and benefits to prospective customers. In order to meet the Area target of new customer addition which is important from an organizational perspective.

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Customer engagement and process adherence

PLAN & EXECUTE Customer engagement: Understand the Customer pulse, using various surveys and feedback received from the Brand & MARCOM team and make action plans. Quarterly mapping of major customers in the area and working with them on different fronts, ie, joint meeting with aftermarket to resolve the service issues. Work with respective counterparts for site improvement along with their mining team. Involvement in the tendering process for future work with their management team. Diligent follow-ups & closure on MOMs.Process adherence: Understand the information needs of the region. Reports, presentation, tender updates, DEMO trial results, customer voice, and other important information needs to be submitted in stipulated time. In order to achieve what results in Customer satisfaction and faster resolution of issues and disputes to have cordial customer relationships in the Area. Process adherence is aimed at uniform experience for the customer as well and timely delivery in the Area.

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Expanding Market share and improve price realization

Develop a complete understanding of area of operation and its addressable TIV. Applications where our products can be sold.  Maintaining network in market with financiers, manufacturers and customer influencers to expand/ maintain market share of our products solutions in the assigned Area of operation. Understanding of customer requirements well and recommending solutions in line with Business focus. Analysis data and negotiating well to realize a better price. In order to maintain market share as per regions need. Maintain price levels as required.