Senior Manager - Territory Sales, New Cars
Tata Motors
Date: 2 weeks ago
City: Lucknow, Uttar Pradesh
Contract type: Full time
Purpose of the Role
To achieve the sales of passenger vehicles range in the assigned 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 Responsibility
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 Pipe line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets Drive the non-auto revenue streams like TMI, TMA, Accessories, Extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams.
Dealer Management: Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc. 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.
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
Network: Ensure DI norms/manpower availbilty/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.
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
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
Stakeholder Profiles & Nature of Interactions
Internal RM/ZM Review and support related to ETBR management, review of dealership performance, credit collections, outstanding, claim process settlement etc.
External BTL Agencies ATL/BTL activation
Financers & PSU's Financial Scheme preparation for targeted product
Dealers ETBR, Manpower training, territory coverage, Working capital requirement, Market intelligence based on competition analysis
Competition OEM Market intelligence
Desired Candidate Profile
Education B.E./ /Post Graduate (Preferably MBA)
Relevant Experience : 2-8 years experience in sales and channel management (GET/ PGT freshers 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
To achieve the sales of passenger vehicles range in the assigned 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 Responsibility
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 Pipe line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets Drive the non-auto revenue streams like TMI, TMA, Accessories, Extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams.
Dealer Management: Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc. 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.
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
Network: Ensure DI norms/manpower availbilty/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.
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
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
Stakeholder Profiles & Nature of Interactions
Internal RM/ZM Review and support related to ETBR management, review of dealership performance, credit collections, outstanding, claim process settlement etc.
External BTL Agencies ATL/BTL activation
Financers & PSU's Financial Scheme preparation for targeted product
Dealers ETBR, Manpower training, territory coverage, Working capital requirement, Market intelligence based on competition analysis
Competition OEM Market intelligence
Desired Candidate Profile
Education B.E./ /Post Graduate (Preferably MBA)
Relevant Experience : 2-8 years experience in sales and channel management (GET/ PGT freshers 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
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