Regional Sales Manager

4 weeks ago

rajasthan, India Piaggio Vehicles Pvt. Ltd. Full time

Role Summary...

You will work towards leading the sales team for the region with primary responsibility of ensuring the achievement of sales targets in terms of revenues, volumes sell-in, sell-out, market share, receivables management, product mix, profitability and credit to create and maintain profitable 2W business for the assigned region contributing to the overall success of the organization.


Key Deliverables...

  • Formulating strategies for overall accomplishment of top and bottom-line profitability for the region and leading the sales team for ensuring the achievement of the targets.
  • Finalizing and deploying business plan for the region with the team and dealers and ensuring regular review and monitoring for adherence.
  • Complete understanding of the macro and micro environmental parameters affecting the business, tracking and monitoring the same and taking decisions for ensuring business success in the region.
  • Achieving sales targets in line with the budget established for the area in terms of revenues, volumes, product mix, credit control and the financial strength of dealers in 2-wheeler segment.
  • Monitoring the Performance of the Dealers through robust goal setting, business and activity planning, and regular reviews.
  • Performance management of dealers through goal setting, business and activity planning, regular reviews, interventions and evaluating channel performance, guiding on improvements and planning for expansion and taking corrective action based on performance.
  • Tracking competitor activities in the region, planning and executing necessary counter actions through different activities, providing expert analysis of market conditions by gathering key data, analyzing trends, creating reports and offering comprehensive evaluations to meet clientele's objectives.
  • Evaluating and implementing appropriate sales techniques to increase the sales volume.
  • Identifying prospective candidates for new channel partners and work with the Dealer Development team for network development.
  • Monitoring and controlling the credit collection status of dealers and taking appropriate steps for early recovery.
  • Designing and recommending sales programs and setting short- and long-term sales strategies.
  • Collaborating with the Marketing team to execute the Marketing strategy to ensure a stronger positive impact on the channel and thereby the sales performance.
  • Support the dealers to achieve the business goals through gaining their constant feedback and providing timely support.
  • Working towards profitable tie ups with the financial institution to provide financing services to customers and easing their accessibility to the product.
  • Track competitor’s network and unrepresented markets to seek potential and future opportunities.
  • Strive consistently to improve performance and delivery of the network partners through regular guidance and reviews.
  • Recommending product / service enhancements to improve customer satisfaction and sales potential.
  • Managing sales team to maximize sales revenue and exceed targets, guiding them on strategies through regular meetings and developing specific plans to ensure long and short-term growth.
  • Updating the CRM and leveraging on the insights and data while planning sales activities.
  • Coordinating closely with the regional Service Team Members to align to the customers feedback and proactively meet the customers queries and expectations.


Essential Qualification

  • BE / BTech (Mechanical / Automobile).

Desired Qualification

  • MBA (Marketing).
  • High Exposure to Channel operations for Premium Automotive Products.


Work Experience:

  • Total 12+ years of experience in the industry with experience in Automobile Sector with Premium Product Sales Experience.


Preferred Industry Experience:

  • Automotive OEMs working experience for Premium Products.


Technical Skills:

  • Premium Product Sales experience is a must.
  • Experience of handling large geographic areas with rich experience of managing large dealer network.
  • Solid domain knowledge of sales and marketing with sound knowledge of local market and customer base.
  • Ability to measure and analyze key performance indicators (ROI and KPIs).
  • Fair knowledge of Financing process and support.


Core and functional competencies:

  • Demonstrates excellent leadership skills to motivate sales teams and mentor them to reach their sales targets.
  • Demonstrates organizational skills for carrying out budgeting, forecasting, planning and training.
  • Should possess strategic skills to build innovative plans to boost sales regularly.
  • Should possess strong negotiation and creative problem-solving skills with the ability to persuade and influence others.
  • Should possess good analytical and presentation skills to be able to influence team members as well as dealers and customers.
  • Should possess good understanding of business and knowledge of finance to achieve profitability of sales region.
  • Should demonstrate concern about achieving or surpassing results against an internal benchmark of excellence and sees a difficult customer as a challenge to be won over.
  • Should be able to offer / think of several different arguments / responses to gain acceptance of the product or influence desired outcome, specifically use subtle strategies to influence customer’s purchasing decisions.


Key Success Factors:

  • Accurate sales forecasting and achieving business targets with the team.
  • Achieving the market share target and the revenue target.
  • Timeliness and quality of support to the dealers.
  • Market analysis to track and surpass competition.

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