DGM -Regional Sales

1 month ago

pune, India Tata Motors Full time

Position Summary with Job Responsibilities

Position Name Regional Manager-New Car Position level L4
DEM position name Zonal Manager DEM position level L3
FEM position name NA FEM position level NA
Purpose of the position
To drive the sales of passenger vehicle range in assigned region by enabling all levers like people, network, working capital, Sales promotions, etc. in order to achieve business objectives in terms of volumes, market share and customer experience within the company policies, guidelines and available resources.
Dimensions of the position
• 10-15 dealerships in a state
• 6 -8 TSMs
• 2-3 Off roll
• 300-500 sales volume
Personal Profile
Education Post Graduate (Preferably MBA in Sales & marketing)
Skills 1. Financial Acumen
2. Communication Skills
3. Negotiation Skills
Relevant Experience :
1. 12 - 16 yrs. (Considerable experience in sales and network management)
2. Automobile background

Education

Work Experience

Key Responsibilities :
1 Planning, Forecasting and Meeting Sales Budgets:
* Ensure periodic (Monthly & quarterly)sales projection - dealer wise / model wise for the region using seasonality /market trends / pipelines / corporate orders etc.
* Plan for the VME and Tactical FME budgets' deployment in the region and drive implementation of sales activities through RMM/Sales team 
* Monitor utilization of these budgets in close coordination with ZMM in order to augment the leads & enquiry generation and drive improvements in conversion ratios which thus increases the top line growth
* Drive volumes and target achievement (segment wise and product wise) through sales team and hence achieve targeted Market share for each segment (personal & B2B)
* Drive and monitor PDCA, periodic retail movement tracking, and adherence to weekly target plans in order to identify gaps in the process and take corrective actions with respect to the targets.
* Maintain dealer stocks as per norms and ensure off- take target achievement.
* Coordinate with the RCFI team and establish relationships with the financiers to ensure utilization of the retail finance channel and promote TMI at the sales touch points.
* Drive the non-auto revenue streams like TMA, Accessories, Extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams. * Target V/s Achievement
* Market Share
* Finance penetration (target-60 %)
* Insurance penetration (target-50 %)
* Exchange penetration (target-28 %)
* Downstream business penetration %
2 Network Expansion & Rationalization
* Identify gaps in the network and strengthen / replace the non performing dealers in close coordination with the network team 
* Support in identification, recruitment and on boarding of new dealers in close coordination with the network team
in order to enhance the network reach and quality. * Actuals/s Targets (Network expansion)
*Network team feedback (stakeholder feedback)

Tata Motors Leadership Competencies

Customer Centricity - Anticipating, understanding and focusing efforts on meeting the customer (stakeholders) needs or expectationsDeveloping Self and Others - Recognizing continuous development is essential for success and taking steps to develop self and helping others to excelDriving Execution - Translating strategy into action and executionLeading by Example - Encouraging and following ethical standardsLeading Change - Recognizing the need for change, initiating and adapting to changeMotivating Self and Others - Inspiring teams and individuals

Functional Competencies

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