Regional Sales Manager

2 weeks ago


Pune, Maharashtra, India Tata Motors Full time

Position Summary

The Regional Sales Manager will drive the sales of passenger vehicle range in assigned region by enabling all levers like people, network, working capital, Sales promotions, etc. to achieve business objectives in terms of volumes, market share and customer experience within company policies, guidelines and available resources.

Key Responsibilities

  • Ensure periodic 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.

Requirements

  • Post Graduate (Preferably MBA in Sales & marketing)
  • 12 - 16 yrs. (Considerable experience in sales and network management)
  • Automobile background

Leadership Competencies

  • Customer Centricity
  • Developing Self and Others
  • Driving Execution
  • Leading by Example
  • Leading Change
  • Motivating Self and Others

Functional Competencies



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