Territory Sales Manager (TSM)

Tata Motors


Date: 1 day ago
City: Lucknow, Uttar Pradesh
Contract type: Full time
Role: Territory Sales Manager (TSM)

Location: Pan India.

Purpose Of The Role

To achieve the sales of Passenger Vehicles in the assigned territory/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, Annual) sales projection - dealer wise / model wise for the territory using seasonality /market trends / pipelines / bulk deals etc.
  • ATL/BTL 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 pipeline.
  • 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 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)
  • Pipeline 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, 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 meet for maintaining the relationship and to track bulk orders

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 within 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.

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.

Network Management

  • 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.

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.

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.

Important Metrics

  • Target 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
  • Monthly DOPM
  • Same day GF to Retail %
  • Stock Audit
  • Dealer P&L statement analysis / Dealer outstanding
  • SSI Scores & Check list.
  • Complaint ageing & TAT

Internal

Stakeholder Profiles & Nature of Interactions:

  • Regional Manager (RM) / Zonal Manager (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: 2-10 years’ experience in Sales and Channel Management.
  • Industry Experience: Automobile/Auto Ancillary/Automotive/Electric Vehicle.

Skills & Competencies

  • Sales / Business Development
  • Financial acumen
  • Technical skills
  • Communication skills
  • Negotiation Skills
  • Data Analytics

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