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