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Regional head/ department head
2 months ago
JOB DESCRIPTION Position Title Department Head/ Regional Manager Division / Department Auto OEM / Sales & Mktg) JOB PURPOSE To plan and execute Regional Strategies to achieve Sales Business Plan through mining, hunting and management of team to maximize market share and to achieve Customer Satisfaction and overall growth & profitability targets of the region. PRINCIPAL ACCOUNTABILITIES Accountabilities Major Activities Key Performance Indicators Regional Strategy Cascade targets to team Create and maintain a strong funnel Monitor competitor offerings, price movements etc. Analyze competitor strategies and white space mapping Prepare and monitor implementation of Auto OEM segment marketing strategy Revenues from Auto OEM segment (INR) Share of business from key accounts (%) Value of RFQs generated (INR) Growth in share of business from existing and new customers Make sustained efforts to increase share of business from existing and new customers Visit existing customers for building relationship & finding ways and means to increase business Ensure timely submission of Quotations against RFQ’s Visit potential customers seeking new business opportunities Increase in market share (%) Revenues from new customers (INR) Revenues from new products (INR) Customer satisfaction index Improvement Demand Forecasting as per Inventory norms Help KAM prepare and moderate Rolling Demand forecast Coordinate and remove bottlenecks faced by team for ensuring zero delivery failure Accuracy of Demand Forecast Adherence to delivery schedules Receipt of payments from the customers Reviewing outstanding payments Mobilizing and helping team for timely reconciliation and payment realization Payments outstanding (Amount & Days) Help create more leaders Allocating and reviewing work Delegate and empower KAM’s Promote teamwork Identify skills gaps Ensuring execution of required trainings, projects to develop skills Lead from front to motivate and provide resources Guide and Coach team Adherence to Training Target % / Training Man-days Development projects executed versus targeted Improvement in Competency index 360-degree feedback MAJOR CHALLENGES (Mention key 2-3 complex issues/challenges faced on this job) Non- availability of niche technology products Stiff competition from technology leaders on one hand and Low-cost suppliers on the other hand KEY DECISIONS Mention the authority that the jobholder has; typical decisions made by this position Recommendations made by this position for decision by the superior Decision (self) Decision Recommended to Superiors for approval If Quote higher than total cost If Customer target less than total cost Price- Business impact analysis Price decrease demanded by customer Rolling Plan change after analyzing fluctuating customer demand Implementation in manufacturing plan for the change Management of Team to deliver results on QCDDM Parameters Recommendation with details for entering new Product segment For final approval INTERACTIONS (Mention the Interactions - internal and external in the job but do not include the interactions with boss or subordinates. Also, mention the nature/purpose of the interaction) Internal Interaction Job/ Role you need to interact with Internally in the organization to enable success in your day-to-day work Interaction with Purpose R&D – All segments RFQ, New Product development, resolution of technical queries of customer SCM & Logistics Material availability on time Finance & Budget Costing, Reconciliation & Payment Realization, Financial Data External Interactions Job/ Role you need to interact with outside the organization to enable success in your day-to-day work Interaction with Purpose Customer To Retain and Expand business in Existing customers and Enter in New Customers Logistics Providers Ensuring timely delivery to customer and Compliance matters SKILLS AND KNOWLEDGE (Mention the basic minimum entry level requirements for this job in terms of educational qualifications, professional experience, and competencies) Educational Qualifications BE / B. Tech., Preferably MBA Relevant and total years of Experience 18 to 20 Years of working in Sales & Marketing in the Automotive sector Functional Skills Customer Relationship Management Knowledge of Automotive field Sharp Analysis, Reasoning Negotiation Presentation Skills Behavioral Skills Excellent Communication skills Negotiation skills Sauvé and good interpersonal Skill Good listener Collaboration skills Decision making skills FINANCIAL AUTHORITY: Please indicate the financial authority you have been vested with by the organization. Regards, Parul Gupta *******
