MAV - TT - PAN INDIA (3331) na None

Job Description

Role: Area Sales Manager

Division: ETB

Function: ETB - S&M - Heavy Duty - Truck - Sales

Reporting into: Regional Sales Manager

Level: M4-a

Purpose of the Role

This position is responsible to lead the frontline sales team for HD trucks sales generation, ensuring dealer readiness on sales deliverables, customer connect, conducting BD activities, gathering competition info, training dealer sales team and sales of product inline with BPS approach within assigned market/ territory.

Span of Control

• Direct reportees: 3
• Indirect reportees: 0

Education

• MBA Preferred 
• B.Tech (Mechanical) 

Experience

• 6-8 Years

Business Understanding

• Understanding the broad perspective of USPs of ETB Solution and its commercial advantages also competitors 
• Expert understanding- VLP
• Expert understanding- Key Account Management.
• A comprehensive view of AM offerings.
• People Management
• Negotiation Skills
• Operational Understanding – Channel Management 
• Financial acumen- customer business and dealership

Area of Responsibility

Lead frontline sales team to achieve HD Sales & Market Share targets

• Partner in Zonal Strategy making and driving out plans for the region
• Ensure complete mapping of Area with different applications relevant to ETB Solution based on BPS strategy 
• Lead CSMs to maximize on prospecting and effective pitching of product, supporting them to extract better terms of sales
• Chart out & drive action plan basis customer satisfaction surveys
• Engage with Financiers to help CSMs towards smooth handling of financing arrangements for the customer.
• Secure required support & approvals from RBM and other HQ stakeholders to enable CSMs to execute the sale orders

In order to meet the Area sales & financial targets set by the organization. 

-

Business Development Activities 

• Plan & Execute Area Marketing activities
• Drive BPS implementation in the Area
• Resolve dealer issues for long term dealer satisfaction
• Receivable Management
• DSE Incentive certification & payout
• Ensure sales-readiness thru STA securement

In order to: Ensure Inquiry generations, Dealership profitability, Long term customer connect and Volumes as per the SBP

-

Process adherence

• Ensure Process Adherence by entire team and network
• Indent - Demand and Sales Forecasting
• P-Terex
• T-Terex 
• Capitalized vehicles Utilisation

-

Governance & Customer Satisfaction

• Issues to be Captured in RO War Room weekly
• Issues to be followed for closure
• Joint Sales and Service Visits for the Region
• Customer Satisfaction - VIP Feedback / 1st-month survey results
• Customer Satisfaction - Repeat Sales

In order to: Achieve repeat Purchase and Area Business Volumes 

-

Sales Enablers

• Dealer Readiness build-up for HD Sales( Includes DSE count & Dealer led Sales)
• Manage DSE productivity & Attrition
• DSE competence