CEAT - Senior Regional Manager - Sales

Position Title : Sr Regional Manager - Sales

Location : Chennai (Tamil speaking must)

Department: Replacement Sales

Reporting To: GM Zone

Reportees : 5 - 10

Key Purpose of the Job (Position Summary) :

- The position is responsible for leading the regional sales team and ensure achievement of the given sales targets for all product categories in Replacement sales for the allocated geographies across Dealer and Direct fleet channels.

- The incumbent shall be responsible to enhance the productivity of the Regional office (RO) by leveraging the customer and dealer relationship, generating leads, closure of sales deals, handling sales collections while ensuring commercial discipline. The role holder is also responsible for ensuring excellent service support to the customer and implementing brand building initiatives in the assigned region.

KEYPERFORMANCE AREAS:

- Sales Volumes and Revenue achievement

- Timely collections

- New customers added

- New channel partners added

- Performance of Channel partners

- Brand recall in territory

- Customer Service feedback

- % reduction in overdues

- BTL effectiveness

- Level of slow moving inventory

ROLE DESCRIPTION:

KEY ACTIVITIES & Develop the sales plan for the region in consultation with the Zonal Head for the different product categories.

- Assess sales potential of territories and develop business plan for the region through bottom up plan from territories.

- Direct and allocate sales targets for the region based on parameters viz. product, channel partners, customers andIdentify new market potential in the region for expansion of sales.

Sales Management:

- Regularly monitor achievement of RO level targets, Market share, Productivity, Customer acquisition, Profits, etc and take corrective action where required

- Identify and drive channel expansion strategy through expansion of the channel partner network.

- Cascade the sales strategy to the TLs for achievement of sales target for each Segment and

- Product in the assigned geographic region through dealers and direct fleet

- Ensure TLs are following PJPs in accordance with set targets and assist when necessary.

- Ensure the sales team is effectively managing customer leads for sales conversions

- Monitor and ensure adequate systems and processes are used to accurately capture sales
performance, customer leads, manage customer databases, etc.

- Conduct regular joint dealer meetings with the TL.

- Regularly visit the field to understand the market environment, competition, prices and prevailing
business trends

- Manage the assigned geographical sales area to maximize sales revenues through dealer channel
network.

- Handle escalations related to dealer issues on products, prices, availability, product uses, and credit
terms.

Channel Development:

- Participate in the appointment of the channel partners for the region.

- Drive channel partners for upgrading their category by enhancing their performance.

- Monitor the performance of the channel partners and ensure it is in line with the sales plan of the
region.

ROLE DESCRIPTION:

- Regularly engage with Direct fleet customers to increase share of CEAT products with the Direct fleet
customer.

- Counsel and work with channel partners to reach out to their key customers with an intention to drive
sales for channel partner and promotion of CEAT products.

- Ensure that the employees of channel partners and direct customers are trained to operate and
maintain the product.

- Support and guide channel partners in developing capabilities of channel partner employees for
enhanced customer satisfaction.

Commercial:

- Ensure adherence and compliance to all Commercial and CFA operations of the region

- Participate in the review of CFA performance as well as the appointment of new CFAs in the region

- Monitor billing limits/ collections / outstanding / reconciliation and ensure timely follow up with the
customer/ dealers / fleets etc.

- Monitor and ensure appropriate control of outstandings and expenses in line with achievement and
budget

- Manage all escalated issues in collections.

Inventory Management and Logistics:

- Handle escalations related to the internal Logistics / CFA's / Transportation for ensuring timely
supply to customers / channel partners.

- Track and ensure that optimum level of inventory is maintained by the CFA.

- Monitor slow moving inventory and guide the TLs to push those products in the market

Service:

- Handle escalations, along with the RSM, related to customer complaints, assist in settling disputes
and resolving grievances for channel partners and customers.

- Participate in field visits to channel partners/ direct customers/ service centres to understand product
performance and customer issues.

Brand Building Initiatives:

- Ensure visibility of CEAT brand by actively creating market awareness of the company product
portfolio.

- Co-ordinate with the marketing team at the head office and provide inputs for the development of
the sale promotion activities.

- Ensure effective implementation of the BTL initiatives, sales promotion and market development
activities through the team of TLs.

- Ensure that branding initiatives for channel partners and customers are implemented at site.

- Regularly attend meets organized for Trucks, Dealers, Fleets, Drivers to understand market : MBA - Premier Institute