About this role
Job Title: Area Sales Manager Function: Sales - IBU Sub-function: - Reports to: Divisional Manager Sales - IBU Office/Location: Ahmedabad 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