Senior Manager-regional Sales-new Cars(madhya Pradesh)-sales, Marketing

Purpose of the Role To achieve the sales of new vehicles range in the assigned dealerships in order to achieve the desired volumes market share CX Job Responsibility 1 Planning Forecasting and Meeting Sales and downstream business targets Ensure periodic Monthly quarterly sales projection - dealer wise model wise using seasonality market trends pipelines bulk deals etc BTL ATL Plan and execution towards the results and review mechanism by weekly PDCA Monitor the enquiry generation thru various sources and TD penetration to help drive conversion ratios which thus increases the pipeline Drive volumes and target achievement segment wise and product wise through ntwk and sales team and hence achieve targeted Market share for each segment personal B2B Regular influencers fleet operators financiers meets for maintaining the relationship and to track bulk orders 2 Dealer Management Drive and manage dealer relationship through regular interactions resolving dealer issues and supporting dealer business through resource allocations - manpower budgets activities etc Implementation of processes at dealership like ageing GF PF pending follow ups updation same day GF to Retail Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure working capital manpower etc and work closed to improve profitability Anticipate future dealership needs predicting foreseen and unforeseen risks and preparing counter actions Timely Submission and coordination with regional finance team in settlement of dealer claims Adherence on infringement policy with in the dealers to improve dealer retention profitability Coordination with logistics department for timely billing and dispatches to avoid delay in deliveries 3 Team Management Identifying manpower and training needs of dealer sales team and ensure the same Based on low performance low SSI score identify training needs of CA s and support better performance and overall productivity Ensure timely disbursement of sales team incentives R R programs to the sales team for better motivation and retention Timely submission of required reports and updates to SH to other supporting depts 4 Network Ensure DI norms manpower availability productivity in F class NED s and update the same to Network team Update to network team on competition network expansion in the territory inputs on our presence Handholding new dealers closely for the first yr of their operations along with sales team 5 Ensuring Best in Class Customer Experience Implement the SSI process at dealerships conducting regular reviews with CRM GM DP dealer sales team and need to create action plan and execute for SSI improvement Drive retail excellence initiatives like NAVRATNA monitor scores and intervene as and when required for guiding corrective actions Monitoring the timely resolution of customer complaints within TAT take steps for process improvements to ensure that similar complaints don t repeat 6 Supporting Market Intelligence Ensuring through regular customer feedback capturing and escalate the same to NSH Track competition activities sales trends consumer schemes dealer incentive programs through retail marketing teams in order to stay competitive in the field actions Stakeholder Profiles Nature of Interactions Internal RM ZM Review and support related to ETBR management review of dealership performance credit collections outstanding claim process settlement etc External BTL Agencies ATL BTL activation Financers PSU s Financial Scheme preparation for targeted product Dealers ETBR Manpower training territory coverage Working capital requirement Market intelligence based on competition analysis Competition OEM Market intelligence Desired Candidate Profile B E Post Graduate Preferably MBA 2-8 years experience in sales and channel management Automobile Auto Ancillary Consumer Durables FMCG Skills Competencies Financial acumen Technical skills Communication skills Negotiation Skills Data Analytics