Retail Business Head

Job Description

Role: Dealership Sales Manager

Division: ETB

Function: ETB - COCO - Sales

Reporting into: Retail Business Head

Level: M3a/M4a

Purpose of the Role

This position exists in order to execute business development & sales for COCO, monitor competitor activity, plan extensively for market development, ensure CS, maintain contacts with customers, 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 products that VECV has to offer.

Span of Control

Reportees: 20 (including both direct and indirect reportees)

Education

• MBA/Commerce/Engineer (Mechanical)

Experience

• 8-12 yrs. (Commercial vehicles, construction Equipment’s, other specialized capital equipment’s)

Business Understanding

• Comparative product specification comparison for assigned models


• Understanding of Mining and Coal transportation business 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

Eicher Truck, Bus Sales and Aftermarket

Planning & Execution. Understand prospective application requirements. Identify suitable product offerings. Explain product features and benefits to prospective customers. Finalize terms of sale as per the business process. Support customers in securing product finance.Business planning of the branch In Order to meet customer requirements and ensure repeat sales through timely delivery of product & service.

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Business Development Activities

Explore potential buyers entering in mining and coal transportation business. Value Proposition Discussion-explain product features and benefits to prospective customers In Order to enhance the image with respect to the target audience in the region.

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Customer engagement and process adherence

Understanding the Customer requirement using various surveys and feedback and offer Eicher product solutions accordingly In Order to ensure a high degree of customer satisfaction.

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Expanding Market share and improve price realization

Maintaining network in market with financiers, manufacturers and customer influencers. Understanding of customer requirements well and recommending business solutions. Analysis data and negotiating well to realize better price In Order to expand/ maintain market share of Volvo Eicher in assigned COCO area of operation.

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People Management

Create a training and development plan for the team and develop team competencies, prepare a personal business plan for team members In Order to develop a capable and motivated team of professionals.