Territory Sales Manager - Commercial Vehicle

Purpose of the Role:

a) Achieve Retail Sales & Market share for the territory

b) Ensure Customer satisfaction and Dealership standards

Locations - Punjab, Haryana, Orissa, Bihar

Segment - Commercial Vehicle, Light Weight Commercial Vehicle, 3 Wheeler, Agriculture Vehicles,

Role Description:

1) Connect with the Customer

i) Implement CRM through post sale Customer meets, referrals

ii) Understanding Customer insight

2) Generate demand

i) Plan manpower for demand generation, RF and RMP activities

ii) Train manpower on regular basis

iii) Plan various DG activities and implement effectively

iv) Explore SHG and other ways of DG

v) Maintain Resale value at par or better than market leader

3) Enable Finance

i) Prospect & activate local Tie-ups with Banks/NDFC/ Private Financiers

ii) Implement effective recovery management process (RMP)"

4) Expand Network

i) Identify all potential Markets

ii) Plan for productive effective Network

iii) Network planning based on market requirements, competition and appoint.

5) Ensure Dealer Viability

i) Ensure dealership standards (Corporate identity, DMS, MP, SE) by regular audit

ii) Understand break even volumes for dealer

iii) Implement changes to improve RoI

6) Acquire Market Intelligence

i) Collect market information, competitor numbers, industry size

ii) Information on permit status, Govt regulations

iii) Understand the Finance matrix of competition, and pricing of competition

iv) Customer insights of competition's customers

7) Manage relationships

i) Develop good relationship with various Business partners like dealers, banks, NBFC, Consultants, private Financiers, Self-help group and Govt officials

ii) Leverage the relationships with better negotiation and achieve win.

iii) Establish Network with the unions and Govt depts

iv) Liaison with Govt officials and SHG to understand the Govt schemes and procedures in getting bulk orders

8) Analyse Lost Opportunities

i) Prepare leakage analysis

ii) Conversion analysis - enquiry to booking to Retail

9) Training

i) Train dealer Salesmen on Products, objection handling, activity management, installation, Finance and RMP

10) Achieve Weekly Retail Plan

i) Maintain appropriate stocks at dealership

ii) Plan Retail for month based on policy deployment and market potential