Area Manager - B2B Sales - Tyre Industry

We have a requirement of ASM - B2B Sales role with well known Tyre industry

Location : Chandigarh, Udaipur, Trichy, Selam

Vacancy : 1 Each

Qualification : Any Graduate / Any Post Grad

Job Role:

MISSION :

- To know and analyze the market of his territory

- To implement the commercial policy defined by the company

- To apply the product line sales methods

- To take responsibility for the dealer and user accounts in his territory

KEY EXPECTED ACHIEVEMENTS :

PERFORMANCE MEASUREMENT

1. The dealers are informed , trained and supported in a manner that allows them to promote our tyres & services themselves as per usage conditions.

2. Plan of operational actions, consistent with the commercial strategy, built at the client and territory level

3. Increase of Sales and share of account at End user & Dealer level.

4. Efficient working measured through : number of visits, time spent, vehicle checks,budget utilized..

5. Sales Objectives (volume, mix.) achieved

6. Facilitations are deployed as per the guidelines designed by Line Manager

7. Aware about market information (competition, conditions, observed prices, products, services, environment.) ,ensures a regular internal circulation and uses it in argumentations with End users/dealers.

PERFORMANCE MEASUREMENT

- Professionalism at the dealer place and Level Of Advocacy

- Actions plan and results

- Development of distribution on ground

- Journey list coverage

- SOA at Dealer & SOB at End user level

- Activity Indicators

- Monthly and Yearly Sales report

- Results of the actions suggested by Line Manager

- Market Information shared

ACTIVITES PRINCIPALES :

MAIN ACTIVITIES :

- Develops arguments (product and services) for customers, following validated rules and instructions

- Analyses his portfolio (Journey list) and qualifies the accounts according to the expected result and the investment (Time & no. of visits) to be provided.

- Deploys plans of action for customer or territory

- Sells and negotiates with customers/dealers he is responsible for.

- Consolidates market information (competition, conditions, observed prices, products, services, environment.) and ensures a regular internal circulation

- Measurement of activity deviations and results

- Identifies the causes and proposes corrective action

Performance indicators:

- Volumes

- Mix

- Share Of Account customer and territory

- Utilisation of tools and methods

- Number of visits ,time spent in customer visit

- Ratio of actions completed/planned in action plan

- Evaluation by Regional manager

Target Industry:

- CV OEM (Fleet manager)

- Lubricants (Fleet manager)

- Auto Components (pistons etc)

- Mining equipment

- Gensets

- FMCD (White goods /Durables)

- Paint - Project Management

- Project Management - construction related industry

Bhavika J.