MGR (SALES-IBU) - Kolkata RO

Job Title:

Area Sales Manager

Function:

Sales - IBU

Reports to:

CH Sales - IBU

Office/Location:

Kolkata RO

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

JOB REQUIREMENTS

Educational Qualifications

Essential: Any graduate from Tier 1/2 colleges

Desired: Postgraduate (MBA) from a premier institute

Work Exp

Min: 3

Max: 8

Need for travel

High

75%

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 

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 CH for setting sales targets for Sales executives by analysing actual sales vs expected sales 


• Updating market developments periodically to facilitate proactive steps to combat competition


• Analysing 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

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