MGR (SPARES SALES) - Chandigarh RO

JOB PURPOSE

 To manage the sales force within his/her defined regional territory. He/She is responsible for overseeing spare parts sales operations, meeting revenue/volume targets and managing the distributors and dealers in the region for 2 Wheelers & 3 Wheelers.  

INTERACTION WITH STAKEHOLDERS

Internal

External

Direct

• Marketing


• Service


• Sales


• Finance

• Distributors


• Dealers

Indirect

KEY COMPETENCIES

Technical/Functional

Understanding of Market & Distribution
Channel Management Skills Understanding of Sales Process

Understanding on Value selling

Understanding of ROI, Channel finance
Creative thinking ability
Analytical Skills Ability to present and articulate ideas clearly 

Behavioural

• Align and motivate  Distributor & Dealer team for high performance
• Collaborate across all interfaces
• Uphold values; inculcate a culture of excellence • Generate ideas; solve problems creatively. • Champion improvements and positive change.• Develop and engage people.
 

KEY RESPONSIBILITIES

• Distributor Management


• Sales volume Growth & Target achievement for BGP & BGO


• Continuous Network Expansion (Retailer & PRC) at Town level/hub level


• Capability Development for Distributor & his Team


• Improving the business share of spare parts at the retailer level through the analytical platform


• Driving spare parts overall penetration Improvement & for the focus part group


• Review distributor for sales performance, scheme performance, product group performance, beat plan Adherence


• Activation Programs for PRCs, Retailers & Mechanic to promote and increase advocacy for BGP & BGO


• Conduct Meets – Retailer, PRC, Mechanic


• Market Research, Brand Building & Promotion

Retail Sales Planning for BGP & BGO

 KEY RESULT AREAS

• Business Outcome – Volume target Achievement


• Parts Penetration/Market Share & Reach Improvement


• New Business – New Retailer & PRC Appointment