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Gtm Facilitator

1 month ago

Bengaluru Karnataka, India CNH Industrial Full time

**Job Purpose**:
Will lead the implementation of GTM 3.0 at selected dealerships, aiming to achieve critical milestones:

- Meet manpower targets by swiftly executing recruitment and retention strategies.
- Enhance the skills of DSPs and dealer staff through comprehensive training, ICT adoption, and regular reviews.
- Launch an effective Recognition & Rewards program to boost DSP and staff engagement.
- Will drive growth by implementing digital lead management, accelerating STS, and promoting referral programs.
- Institutionalize Enquiry Management Processes, optimizing lead generation, nurturing, and analysis.
- Adopt agile methodologies, participating in daily scrums and organizing weekly performance reviews.
- Ensure compliance and continuous improvement through regular audits.

**2) **Dimensions**:
***

Reporting through Superiors: Project Lead

Position Responsibility: Respective CBU/ State

**3)**

**Responsibilities**:
***

**GTM 3.0 Implementation & Monitoring**
- Responsible for sound implementation of GTM 3.0 at the dealership, which will involve close working with the dealer, dealership team and CBU team members
- Ensure rollout of the below Process, IT tools, and initiatives at all GTM dealerships.
- Workforce Addition - Recruitment of DSP (1/200 TIV), Demonstrator (1/dealership) and GTM-PO (1/dealership)
- Manpower retention and weak DSP development action plan
- Capability Enhancement - Dealer and DSP capability enhancement through various initiatives

Training - Product, Selling Skills, Retail, SOP

ICT Tools -DMS App usage and real-time data updating
- Marketing Actions - Various marketing initiatives and actions for reach improvement. Activity effectiveness and monitoring for a healthy enquiry bank

Product Placement - Lead model matrix and placement strategy

Outdoor Campaigns - Hoardings, Van campaigns, Mechanic boards, Trolley painting, etc

Digital Campaigns - Through Dealership FB Page

Demo tractor capitalisation and CNHi Capital business initiation
- Vibrant R&R - DSP, AMS and dealership staff briefing & disbursements, Implement performance audit and rewards program
- Growth Drivers - Digital lead management through digital campaigns and robust connection plans with the customers for conversion.

STS (Sales through Service) - Generate enquiries through workshops and installations. Customer connects plans through a digital platform for immediate action.

Referral - Enquiry generation through various referral channels (Brand Ambassador, Customer App & Sankalp App) and engagement programs
- Performance Management - Dealer and DSP monthly planning, monthly and weekly review on all critical parameters (coverage ratio, Hit ratio, conversion ratio).
- Monitoring DSP and Dealer performance against the key metrics and assist in achieving individual targets
- Supporting Dealers in areas of business planning, retailing, demand generation activities and profitability
- Close monitoring of lead measures and growth drivers for enquiry generation and SMART actionable plan for improvement of weak sources
- Hot enquiry management and enquiry categorisation (A/B/C), funnel analysis
- Lost enquiry review and analysis
- Dealer Retail Finance
- augment the process for reducing the TAT, exploring other finance options at critical dealerships.
- Training and guiding GTM-PO on dealership performance monitoring, digital lead management, workshop lead management, process implementation and data management
- Training to CBU team members on GTM 3.0 initiatives and processes
- Adopt and implement agile ways of working - participate in daily scrums at the HO level, conduct daily scrums/ discussions at the CBU level, organising weekly performance reviews