Job Description: Marketing Head

Position: Vice President / Deputy General Manager - Marketing

Reporting to: DMD

Number of Direct Reports: 2 to 3

Number of Indirect Reports: 8-10

Spoken knowledge of any South Indian language an added advantage

Key Purpose of the Job:

The individual is responsible for developing the plan and strategy for sales and marketing for the division. The role holder is responsible for implementing the ratio and drive the sales across the three verticals viz., OE market, retail and exports in alignment to overall sales strategy. Developing and motivating the team to achieve set targets, ensuring margin realisation, adhering to sales processes and generating customer satisfaction is critical to the role holder. The role holder is also responsible for developing and building the brand in alignment to the branding strategy.

Educational Qualification / Experience required:

- Graduate degree in Engineering

- Additionally Masters in Business studies in Sales & Marketing

- Experience of over 20 years in the sales function from an industrial / engineering product / component industry

- Should possess experience from auto component sector in sales function

- Should have demonstrated experience in developing customer accounts and geographies

- Proven ability to build sound customer relationships

- Should possess in depth understanding of the market trends, patterns, competitor performance, product lifecycles of the component and OE sector

- Should possess experience in handling a large sales / marketing team spread across geographies

Key Responsibilities:

1. Responsible for designing and developing the strategy and plan for sales and marketing for the division

2. Oversee the sales function and achievement of sales targets including topline and bottomline

3. Set direction and guide team for generation of new business opportunities

4. Review and monitor the new product development process for the division

5. Lead the sales and marketing team of the division

Task Analysis:

Indicative Tasks Competencies

1. Responsible for designing and developing the strategy and plan for sales and marketing for the division

Analyse trends in the market / industry and identify potential growth markets

- Inventory Controls & Management

- Knowledge of Market

- Budgeting

- Knowledge of Finance

- Knowledge of Logistics

- Knowledge of Warehousing

- Knowledge of EXIM Regulations

- Planning & Organising

- Big Picture Thinking

- Business Acumen

Study and monitor national and international business plans and growth prospects

Monitor and analyse developments / changes in the Auto component industry

Gain market intelligence and competitor information on sales / products / pricing etc. for developing the sales strategy

Gather inputs from Domestic OE / Retail and Exports sales team for forecasting future sales projections, as relevant

Design and develop the sales and marketing strategy for the division in alignment to the overall business strategy along with key stake holders

Establish sales objectives in alignment to business plan ensuring a long term view factoring in contingencies in planning

Develop a detailed long term (for example, 3 to 5 years) and short term (annual) sales plan for the division based on the market trends and patterns

Identify issues, bottlenecks and obstacles that may hamper the growth / target achievement of the business through market intelligence

Identify risks pertaining to the sales and marketing function as applicable for devising containment and mitigation actions for including in the plan

Collate inputs for discussion with management for developing the branding strategy and plan as applicable

2. Oversee the sales function and achievement of sales targets across sales verticals including topline and bottomline

Develop detailed annual / monthly sales plan for Domestic (OE & Retail) and Export sales in collaboration with respective sales leads and market intelligence

- Industrial Selling Skills

- Inventory Controls & Management

- Knowledge of Market

- Knowledge of Logistics

- Knowledge of Warehousing

- Knowledge of EXIM Regulations

- Influencing & Persuasion

- Planning & Organising

- Team Management

- Reviewing & Monitoring

- Big Picture Thinking

- Business Acumen

Ensure fulfilment of all sales activities and objectives, as per specifications, costs, quality and timelines

Review and monitor sales performance periodically to ensure achievement of sales targets

Review and conduct checks / audits on sales documentation and reports for ensuring diligent documentation

Proactively identify opportunities for sales process improvement and guide team on implementing process improvements

Oversee planning, development and execution of advertising campaigns and events

Set sales costs budget based on margins, other impacting parameters and set control measures for implementing sales costs / expenses budgets

Provide inputs / approvals for contract review, pricing decisions and discounts to customers

Ensure smooth coordination between Production, Quality and Despatch for completion and despatch of sales orders

Monitor and ensure controls on distribution cost ( warehouses, logistics, forwarding agents etc.)

Review and monitor inventory levels in local and international warehouses, dealers and third party agents and ensure optimum / targeted levels are maintained as relevant

Review on time delivery to customers on sales orders and act upon escalated issues related to deliveries / delays / bottlenecks if any

Review and monitor collections performance, devise measures to improve cash flow and on time collections of accounts receivables, 'C' forms

Ensure implementation of expense control and cost control measures as per budget guidelines

3. Set direction and guide team for generation of new business opportunities

Conduct detailed market segmentation and identify new prospects / markets / industries for expansion and growth

- Industrial Selling Skills

- Knowledge of Market

- Building Relations

- Influencing & Persuasion

- Business Acumen

- Cross-Cultural Orientation

- Networking

Build customer relations and leverage business relations and performance to generate new leads / opportunities for part / component development and supply

Network with senior management team of prospective customers in India and International markets

Represent in industry trade conferences and associations to establish grounds for brand building and business development opportunities

Provide inputs on pricing and discounts for responding to RFQ's where necessary

Review conversion rates of RFQs / new part development projects / project proposals and enable team for higher conversion rates in the division

4. Review and monitor the new product development process for the division

Monitor and track the status of all new product development projects of the division

- Industrial Selling Skills

- Inventory Controls & Management

- Knowledge of Market

- Building Relations

- Influencing & Persuasion

- Reviewing & Monitoring

Ensure smooth coordination between marketing and Product Development / Process Engineering teams for the new product development process

Work closely with key / high volume clients to ensure in depth understanding of customer needs and requirements

Provide inputs for pricing decisions / discounts for high volume projects

Visit critical / key clients for negotiations, closure of business deals along with management / marketing team and other stake holders

5. Lead the sales and marketing team of the division

Develop manpower plan for the sales and marketing team in alignment to targets, reach, location and business strategy

- Planning & Organising

- Team Management

- Big Picture Thinking

Ensure optimal utilization and deployment of manpower resources across the sales and marketing department of the division

Guide, provide support and oversee productivity, individual performance, achievement of targets for the team periodically

Ensure continuous skills training and development of team members through regular training and coaching

Support and motivate sales and marketing team in achieving sales and revenue targets

Provide guidance to the sales and marketing team at the annual / half yearly sales meet

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