MGR (SALES - IBU) - Patna RO

Job Description

Experience 3 - 8 Years Location Bihar Nature of Job Sales & Marketing Job role Sales Job Title: Area Sales Manager Function: Sales - IBU Sub-function: Reports to: Divisional Manager Sales - IBU Office/Location: Patna RO 2. 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 Indirect 3. JOB REQUIREMENTS Educational Qualifications Essential: Any post graduate (MBA) from Tier 2 colleges. Desired: Post graduate (MBA) from a premier institute. Work Exp Min: 3 Max: 8 Need for travel High 75% 4. 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 5. 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 Divisional Manager for setting sales targets for Sales executives by analyzing actual sales vs expected sales - Updating market developments periodically to facilitate proactive steps to combat competition Analyzing 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 6. 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