Territory Sales Operations Manager

1 month ago

Chennai, Tamil Nadu, India CEAT Full time

Sales Operations

Drive sales growth in the assigned territory by implementing defined sales strategies. Key responsibilities include:
  • Ensuring achievement of sales targets for each segment and product through regular follow-ups with channel partners.
  • Adhering to the Personal Journey Plan (PJP) and meeting daily set targets in terms of meetings with channel partners, customers, potential customers, and influencers.
  • Ensuring prompt supply on time to channel partners and direct fleets.
  • Providing required information and advice on products and other details.
  • Building and maintaining strong relationships with channel partners and key customers.
  • Responding promptly to customer queries and emails.
  • Meeting prospective channel partners and direct customers to demonstrate products, explain product features, and solicit orders.
  • Preparing sales presentations/pitches to potential customers on product offerings.
  • Recommending products to customers based on their needs and interests.
  • Driving sales schemes, warranties, etc., as per set norms.
  • Implementing sales policies on credit or contract terms, as per set norms/procedures.

Channel Development

Develop and assist channel partners in upgrading their category by enhancing their performance. Key responsibilities include:
  • Implementing the Direct fleet module to develop existing direct fleet customers and increase share of CEAT products.
  • Counseling and working with channel partners to reach out to their key customers and drive sales for the channel partner and promotion of CEAT products.
  • Training employees of channel partners and direct customers to operate and maintain CEAT products.
  • Supporting and guiding channel partners in developing capabilities of channel partner employees for enhanced customer satisfaction.

Service

Handle customer complaints timely, assist in settling disputes, and resolving grievances for channel partners and customers. Key responsibilities include:
  • Conducting field inspections and CFA visits as part of the claim management process, adhering to company policies and processes.
  • Visiting channel partners/direct customers to understand product performance and customer issues.
  • Visiting mechanic shops, garages, etc., to understand product performance and customer issues.
  • Supporting the RSM in resolving escalations from channel partners and customers.

Inventory Management and Logistics

Coordinate with internal logistics/CFA's/transportation to ensure timely supply to customers/channel partners. Key responsibilities include:
  • Following up with transporters to ensure timely dispatch and delivery of goods to dealers and direct fleets.

Collections

Follow up with CFA/commercial team to prepare invoices and ensure accuracy of details. Key responsibilities include:
  • Following up with direct fleet customers for payment and resolving their issues.
  • Assisting the commercial department in collecting accounts as needed.
  • Escalating issues in payment, discrepancies, and default in payment dates to the RM.

Market Intelligence

Monitor market conditions, product innovations, and competitors' products, prices, and sales, and provide timely market intelligence reports. Key responsibilities include:
  • Understanding competition presence by meeting competitors' channel partners and major fleets.
  • Visiting new markets to understand market potential and identify potential channel partners/customers.

Brand Building Initiatives

Implement BTL plans and branding initiatives for the territory and provide support as required to regional/national initiatives. Key responsibilities include:
  • Ensuring branding initiatives for channel partners and customers are implemented at site.
  • Organizing truck meets to provide communication about CEAT product offerings.
  • Organizing hub meets for dealers to communicate about CEAT product offerings and gather feedback.
  • Organizing fleet activation meets on a monthly basis for sizeable fleets.
  • Organizing driver training programs to provide proper training to drivers for optimum use and maintenance of CEAT products.

Developmental

Keep abreast of all products and services provided by the company. Key responsibilities include:
  • Keeping abreast of new sales techniques and processes.

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