Goodyear - Manager - Replacement Sales - Consumer PBU

Position Description :

Reporting to the Business Manager, Consumer PBU, India, this position is responsible for achievement of the quantitative sales objectives, ensuring execution of the country's commercial strategy and lead a team of sales representatives.

Principal Responsibilities :

- Sales analysis of region/territory (market, actors, competition)

- Achievement of volume, Gross Margin and channel targets

- Control of key sales accounts of assigned region/territory

- Management of Sales team (Sales call methods, training, productivity, IT Tools)

- Centralization of field information

- Build and implement the necessary action plans, to increase the professionalism of the customer's business.

- Manage the flow of communication between Goodyear staff (field and region/central)

- Monitoring and productivity optimization of the team

- Facilitation, assessment and training of the team

Performance Measurement :

- AOP (Volume, Gross Margin and Channel activation & expansion)

- Team's productivity

- Performance and development objectives of the team

- Share of Accounts(SOA), SOM(Share of Market) evolution

Key Activities :

Control of key accounts in the region :

- Customer calls

- Negotiation/sale

- Implementation of commercial policy

Monitoring and productivity optimization of one's team :

- Definition and setting up of indicators

- Monitoring of indicators

- Work to improve targeted domains

- Coaching, management by example

- Facilitation, exchange of good practices

Optimization of I.T. tools used by the sales force :

- Effective use of the equipment's and tools available at disposal

- Collective and individual coaching

- Verification of data reliability

- Processing of data from the tools

Facilitation, assessment and training of the sales team :

- Accompaniment in the field

- Facilitation of regional meetings

- Facilitation of sales actions

- Compliance with work methods

- Definition of individual objectives

- Development summaries and performance assessments

- Centralization, analysis and summary of information from the field

- Knowledge and analysis of assigned region/territory; market, actors, competition

- Presentation of the Goodyear distribution approach methodology and the partnership programs to the customers.

- Manage the elements of the contracts with customers including commitments, customer signature, renewal

- Ensure that all customer partnership requirements are met

- Ensure proper addressing of all the customer's transverse issues (Ex: Credit, billing, supply)

- Consolidate the market information (competitors, conditions, products, services, industry environment, customer's business) and regularly communicate it internally

Required Experience :

- Above 10 years of proven B2B sales experience with a track record of leading teams successfully.

- Prior experience in scaling up distribution network is required.

- Experience of managing franchise based distribution network would be an added advantage.

- An understanding of tire industry and products would be a distinct advantage.

- Consumer durables, FMCG sectors are also preferred.

Personal Skills/Attributes :

- Highly motivated leader with a passion for driving business growth and results.

- Must have experience of leading a team.

- Knowledge of business concepts (profit, margin, variable cost, ROI), industry best practices, sales & negotiation techniques, and legislative requirements.

- Excellent communication skills - both written and verbal.

Education :

- A Graduate degree

- An MBA from Tier I or II institutes is preferred