GM Sales

                                                                                                                        GM Sales & Service                   

Objective of Job

Representing the company and developing permanent business relations and networks. Dealing with the market in the assigned sales and service area whilst maintaining the strategic guidelines issued by the sales organization. Managing employees and controlling business processes in own area of responsibility. Ensuring that service, quality and safety standards are maintained to develop a customer-oriented, profitable and high turnover sales business in new vehicles, accessories, services and further products and services concerning mobility.

Qualification 

o   Basics: BE/MBA or any equivalent degree

o   Experience (type of): more than 25 years with at least 5 years in Commercial Vehicle Sales  

o  Specialized Knowledge: Business management, Finance management, Man management, operations management, leadership and motivation skills

Job Designation/Field of Work:

1    Representative Tasks

      Representing the company and the brand as a whole, both internally and externally

      Developing and fostering positive relations with the employee representatives and interest groups

      Developing and fostering positive relations with contacts in the sales organization, Ashok Leyland Commercials dealers and other decision-makers in the automotive business

      Developing and fostering positive relations with key figures in society, as well as representatives from transports and fleet associations

2     Strategic Planning

  Developing concepts for working on the local and regional markets and tapping new markets, taking strategic specifications into account. Coordinating these concepts with AL

  Controlling the implementation of regional and national Ashok Leyland concepts

  Arranging planning of annual sales and service volume. Coordinating the volume strategy with the Wholesale Unit

3  Financial Planning

   Drawing up the annual plan and annual goals for the company and coordinating these with AL

  Drawing up financial liquidity plans for the fiscal year as well as forecasts for the following three years Defining target rate-of-return, quantity, sales and profit goals for the company as a whole and each of its  departments

   Arranging for the annual marketing plan to be drawn up

   Arranging for investments in building, technology and HR to be calculated

   Determining budgets and goals for the individual departments

4 Human Resources

      Carrying out/arranging for carrying out of HR planning for the company

      Based on requirements, controlling the selection of staff for whom he/she is directly responsible; selecting candidates; employing new staff

      Managing, promoting and motivating employees to guarantee a high quality of cooperation

      Ensuring a positive working atmosphere and the teams development

      Reaching target agreements with employees for whom he/she is directly responsible

      Planning personal development goals with employees for whom he/she is directly responsible, agreeing on suitable measures and ensuring they are carried through

      Ensuring executives carry through HR development measures for all employees within the framework of the Ashok Leyland training program and other possibilities

      Evaluating employees and, if necessary, initiating disciplinary measures and leading regular employee discussions

      Determining a wage/salary and bonus policy in accordance with strategic goals

      Determining the employees level of remuneration and developing a commission/bonus system

      Developing and implementing guidelines on management and cooperation

5 Organization

  Guaranteeing clear assignment of tasks, functions and areas of responsibility, as well as delegating the required competencies to employees and regularly checking job descriptions

      Defining links between departments and employees

      Guaranteeing consistent customer service using EDP/DMS tools

      Guaranteeing an open and constructive flow of information within the company

      Following statutory industrial safety regulations by appointing an industrial safety representative with corresponding competencies

      Ensuring the goals of quality and environmental policy are met by appointing a quality management/environmental representative

      Taking out suitable insurance for the company

6 Marketing

      Observing the regional automobile market and competitors activities

      Guaranteeing the analysis and evaluation of trends and changes in the market and the desired market positioning of the company

      Evaluating social, cultural and political information to identify customer needs

      Ensuring the marketing database (customer purchasing behaviour, target group analysis) contains relevant and up-to-date information

      Checking current offers from external service providers for marketing campaigns

      Decision-making and controlling regarding advertising campaigns, campaigns, sales promotion measures, events and customer information

      Ensuring the companys image and that the way in which all the associated companies are represented in the

media is consistent with the Ashok Leyland model and corporate identity

7 Sales

      Monitoring the profitable sale of new and used vehicles, as well as financial services and accessories

      Establishing and fostering contacts with decision-makers and spokespeople, as well as approaching and advising

VIPs and major customers

      Ensuring Ashok Leyland sales standards are met

8  After-Sales Service

      Monitoring the profitable sale of workshop services, spare parts, accessories and services

      Ensuring the development and implementation of concepts for increasing customer-orientation and profitability in workshops and the spare parts business

      Ensuring a high level of after-sales service to win customers and exhaust market potential

9   Customer Satisfaction

      Observing the level of customer satisfaction in the individual units; identifying issues and potential improvements

      Ensuring effective complaints management in all departments and, if necessary, leading customer discussions to special cases

      Determining customer satisfaction goals, initiating measures and checking implementation thereof

10 Quality Management

      Ensuring all defined processes are carried out correctly and that standards are met

      Ensuring continuous optimization of all business processes in Sales, Administration, workshops and warehouses

      Suggesting and deciding on the introduction of new business processes

      Arranging for management reviews to be carried out on quality management and environmental protection systems

      Decision-making regarding the overall EDP / DMS concept and selecting software and hardware, taking Ashok Leyland regulations as well as experts opinions into account

11 Procurement and Asset Management

      Arranging for building plans according to Ashok Leyland standards and project tenders to be drawn up

      Controlling the selection process regarding service providers and suppliers, as well as heading contract negotiations

      Controlling procurement and maintenance of required factory and business equipment

      Arranging for maintenance and repair measures to be carried out

      Ensuring supervision of service providers by external companies (tradesmen, cleaners, etc.) and auditing

12 Accounting/Controlling

      Ensuring the accounting system meets requirements and fulfills statutory regulations

      Controlling the compilation of all annual financial statements and those compiled during the year (including leading any necessary discussions with tax advisors)

      Ensuring a functioning credit control system and deciding on method of procedure regarding defaulting customers in serious cases

      Monitoring payroll department and ensuring all the necessary data are available

      Decision-making regarding lodging appeals with revenue authorities and other third parties regarding tax and notice assessments

      Permanently monitoring the development of relevant statistics, arranging for peculiarities in and deviations from plans at the departmental level, as well as for the company as a whole to be analysed

      Supervising budgets and target yields on a company and departmental level

      Developing concepts for correcting deviations from plans and, if necessary, coordinating these with AL

      Ensuring regular reports are drawn up for AL and revenue authorities