Manager (Sales - IBU) Bhopal RO

7 days ago

India Bajaj Auto Ltd Full time
Experience

3 - 8 Years

Location
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:

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

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