Head - Sales - Auto/Industrial Equipment - East

Job description:

Role & responsibilities:

This position is responsible for Sales of Zone & team comprising of Business Development Managers . This role provides direction and leadership to the field staff fro achieving the target & increse Market share . The Zonal Sales Head exists to deliver through his/her BDMs

(a) Targeted Market Share & Volumes

(b) Customer Satisfaction and

(c) Revenue for the Company & profitability for the Dealers

Strategizing the Business:

- Create dealer wise and State wise annual sales plan aligned with the Companys business plan and build strategies to achieve desired Volume, and Market share.

- Identify & develop risk mitigation plans to achieve the business objectives.

- Partner with the Channel development team to plan, review and track the channel partners Capability

- Anticipate emerging trends and use developments in the industry to develop long term business aligned to overall objectives of the organization.

- Analyse market trends with respect to product / processes / technology & arrange to position our products in specific segments to enhance market share and improve operational efficiency.

Man Management and Capability Building:

- Build highly energized & effective sales teams through mentoring / coaching/ handholding & various capability building mechanisms to achieve top line growth.

- Provide direction to the Sales teams & debottleneck the issues to achieve their annual targets.

- Monitor and improve Employee engagement scores by execution of the plans based on the engagement survey.

- Build a culture of accountability, complete ownership and inspire teams, in which the team members feel self-motivated and go out of way to achieve results without compromising on the process.

- Facilitate teams to analyse various customer touch points in order to create a positive gap between customer expectation & experience.nticipate emerging trends and use developments in the industry to develop long term business aligned to overall objectives of the organization.

- Analyse market trends with respect to product / processes / technology & arrange to position our products in specific segments to enhance market share and improve operational efficiency.

Stakeholder Management:

- Closely liaise with Service, Chanel Development, Channel retail finance & marketing teams to ensure availability of sales enablers.

- Build strong relationship with Key customers and large fleet owners through personal contact s to provide and sustain impetus for volume growth.

- Closely work with Marketing Head to leverage marketing initiatives to acquire new segments, new customers to enhance the market share.

- Liaison with local level financiers and their teams to help retail financing.

Channel Management:

- Plan and identify the network expansion needs and work closely with the channel team to fulfil the same.

- To ensure dealership profitability by ensuring all hygiene issues & dealership claim settlement issues.

- Build & institutionalize robust review mechanism to monitor sales performance vis- vis the targets and take corrective action to bridge the gaps

Preferred candidate profile

BE / B.Tech / MBA in Sales & Marketing

Exp - 15yrs +

Only for FEMALE Candidates