Regional Head/ Department Head

4 weeks ago

Chennai, India National Engineering Industries Ltd. (NBC Bearings) Full time

JOB DESCRIPTION


Position Title Department Head/ Regional Manager

Division / Department Auto OEM / Sales & Mktg)


JOB PURPOSE


To plan and execute Regional Strategies to achieve Sales Business Plan through mining, hunting and management of team to maximize market share and to achieve Customer Satisfaction and overall growth & profitability targets of the region.


PRINCIPAL ACCOUNTABILITIES


Accountabilities

Major Activities

Key Performance Indicators

Regional Strategy

Cascade targets to team

Create and maintain a strong funnel

Monitor competitor offerings, price movements etc.

Analyze competitor strategies and white space mapping

Prepare and monitor implementation of Auto OEM segment marketing strategy

Revenues from Auto OEM segment (INR)

Share of business from key accounts (%)

Value of RFQs generated (INR)

Growth in share of business from existing and new customers

Make sustained efforts to increase share of business from existing and new customers

Visit existing customers for building relationship & finding ways and means to increase business

Ensure timely submission of Quotations against RFQ’s

Visit potential customers seeking new business opportunities

Increase in market share (%)

Revenues from new customers (INR)

Revenues from new products (INR)

Customer satisfaction index Improvement


Demand Forecasting as per Inventory norms

Help KAM prepare and moderate Rolling Demand forecast

Coordinate and remove bottlenecks faced by team for ensuring zero delivery failure

Accuracy of Demand Forecast

Adherence to delivery schedules

Receipt of payments from the customers

Reviewing outstanding payments

Mobilizing and helping team for timely reconciliation and payment realization

Payments outstanding (Amount & Days)


Help create more leaders

Allocating and reviewing work

Delegate and empower KAM’s

Promote teamwork

Identify skills gaps

Ensuring execution of required trainings, projects to develop skills

Lead from front to motivate and provide resources

Guide and Coach team

Adherence to Training Target % / Training Man-days

Development projects executed versus targeted

Improvement in Competency index

360-degree feedback



MAJOR CHALLENGES

(Mention key 2-3 complex issues/challenges faced on this job)


Non- availability of niche technology products

Stiff competition from technology leaders on one hand and Low-cost suppliers on the other hand


KEY DECISIONS

Mention the authority that the jobholder has; typical decisions made by this position

Recommendations made by this position for decision by the superior


Decision (self)

Decision Recommended to Superiors for approval

If Quote higher than total cost

If Customer target less than total cost

Price- Business impact analysis

Price decrease demanded by customer

Rolling Plan change after analyzing fluctuating customer demand

Implementation in manufacturing plan for the change

Management of Team to deliver results on QCDDM Parameters


Recommendation with details for entering new Product segment

For final approval


INTERACTIONS

(Mention the Interactions - internal and external in the job but do not include the interactions with boss or subordinates. Also, mention the nature/purpose of the interaction)


Internal Interaction

Job/ Role you need to interact with Internally in the organization to enable success in your day-to-day work

Interaction with

Purpose

R&D – All segments

RFQ, New Product development, resolution of technical queries of customer

SCM & Logistics

Material availability on time

Finance & Budget

Costing, Reconciliation & Payment Realization, Financial Data


External Interactions


Job/ Role you need to interact with outside the organization to enable success in your day-to-day work

Interaction with

Purpose

Customer

To Retain and Expand business in Existing customers and Enter in New Customers

Logistics Providers

Ensuring timely delivery to customer and Compliance matters



SKILLS AND KNOWLEDGE


(Mention the basic minimum entry level requirements for this job in terms of educational qualifications, professional experience, and competencies)


Educational Qualifications

BE / B.Tech., Preferably MBA


Relevant and total years of Experience

18 to 20 Years of working in Sales & Marketing in the Automotive sector


Functional Skills

Customer Relationship Management

Knowledge of Automotive field

Sharp Analysis, Reasoning

Negotiation

Presentation Skills


Behavioral Skills

Excellent Communication skills

Negotiation skills

Sauvé and good interpersonal Skill

Good listener

Collaboration skills

Decision making skills



FINANCIAL AUTHORITY:

Please indicate the financial authority you have been vested with by the organization.


Regards,

Parul Gupta



*******

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