Senior Manager-Retail Sales-Sales & Marketing-TMPV

Role Title: Territory Sales Manager – Tata.EV

Purpose Of The Role

To achieve the sales of electric vehicles range in the assigned Tata.EV dealerships by close coordination with dealer principals, sales team through ATL/BTL activations in the territory of coverage in order to achieve the desired volumes , market share & customer experience within the company guidelines, policies & available resources

Job Responsibilities:Planning, Forecasting and Meeting Sales and downstream business targets:

• Ensure periodic (Monthly & quarterly)sales projection - dealer wise / model wise for the territory using seasonality /market trends / pipelines / bulk deals etc.
• BTL /ATL Plan and execution towards the results and review mechanism by weekly PDCA
• Monitor the enquiry generation thru various sources and drive improvements in conversion ratios which thus increases the pipe line. - Monitor TD penetration which will help in increasing the conversion ratio
• Drive volumes and target achievement (segment wise and product wise) through network and sales team and hence achieve targeted Market share for each segment (personal & B2B)
• Pipe line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets
• Develop relationship with financiers and ensure that there is a spread of 3-4 financiers at the dealerships.
• Drive the non-auto revenue streams like TMI, TMA, Accessories, and extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams.
• Ensure regular visits to activity locations in guiding the team for proper implementation of the activities.
• Regular influencers/fleet operators/financiers meets for maintaining the relationship and to track bulk orders
  
  

MeasuresTarget V/s Achievement

Sales rolling plan report

Targeted Conversion Ratio

TD Penetration

Market Share

Finance penetration (target- %)

TMI penetration (target- %)

Exchange penetration (target- %)

Downstream business penetration %

Bulk orders received.

• Dealer Management
  
  

Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc.

Implementation of processes at dealership like ageing GF/PF, pending follow ups updation, same day GF to Retail

Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc.

Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions.

Timely Submission and coordination with regional finance team in settlement of dealer claims.

Work closely with dealership to improve profitability Adherence on infringement policy with in the dealers to improve dealer retention& profitability.

Coordination with logistics department for timely billing and dispatches to avoid delay in deliveries.

Timely submission of claims and follow-up so that the money gets credited within least possible time.

Measures

Monthly DOPM

Same day GF to Retail %

Stock Audit

Dealer P&L statement analysis

Dealer outstanding

Quarterly Dealer reconciliation

EDD%

• Team Management
  
  

Identifying training needs of dealer sales team and provide training to team members on new models/processes when required

Based on low performance & low SSI score identity required training needs to CA's, and need to hand hold them for better performance and also ensure overall productivity

Ensure timely disbursement of sales team incentives & R&R programs to the sales team for better motivation and retention

Recruitment of dealers teams per norms Timely submission of required reports and updates to SH & to other supporting depts.

Maintaining strong relationship with the dealers and keeping them engaged.

Measures

L1& L2 Certification%

SSI Score review

Attrition %

CA Productivity

Adherence Level

• Network -
  
  

Ensure DI norms/manpower availability/productivity in Fclass/NED's and update the same to Network team

Update to network team on competition network expansion in the territory & inputs on our presence

Handholding new dealers closely for the first year of their operations along with sales team.

Measures

Network team feedback

• Ensuring Best in Class Customer Experience
  
  

Implement the SSI process at dealerships, conducting regular reviews with CRM/GM/DP & dealer sales team, and need to create action plan and execute for SSI improvement.

Drive retail excellence initiatives like NAVRATNA, monitor scores and intervene as and when required for guiding corrective actions

Monitoring the timely resolution of customer complaints within TAT & take steps for process improvements to ensure that similar complaints don't repeat

Measures

SSI Scores & Check list

Complaint ageing & TAT

NAVRATNA scores (>80%)

• Supporting Market Intelligence
  
  

Ensuring through regular customer feedback capturing of product & services and escalate the same to SH

Track competition activities, sales trends, consumer schemes and dealer incentive programs through retail marketing teams in order to stay competitive in the field actions

Measures

Timely reporting

Communications & Nature of Stakeholders INTERNAL

RM/ZM

Review and support related to ETBR management, review of dealership performance, credit collections, outstanding, claim process settlement etc - Daily

EXTERNAL

BTL Agencies ATL/BTL activation - Weekly

Financers & PSU's

Financial Scheme preparation for targeted product - Weekly/Fortnight

Dealers

ETBR, Manpower training, territory coverage, Working capital requirement, Market intelligence based on competition analysis - Daily

Competition OEM

Market intelligence -As and when required

Desired Candidate Profile:B.E/Post Graduate (Preferably MBA)

2-8 years’ experience in sales and channel management (GET/ PGT fresher’s from top 20 institutes after proper sales training)

Automobile/Auto Ancillary/Consumer Durables/FMCG

Skills & Competencies:Financial acumen

Technical skills

Communication skills

Negotiation Skills

Data Analytics