Zonal Manager - Replacement Sales

Position Title: Zonal Manager - Replacement Sales

Position Level: Level II

Function: Replacement Sales Location: Zonal / Regional Office

Exp. (Yrs): 12 - 18 Years

Reporting to: National Sales Head

Reportees: Sales Managers

This is a leadership and strategic role, heading zonal sales function.

Lead the team of Sales, Service and Commercial function at zonal level to make these operations profitable & highly effective, contribute in the overall growth of the organization by enhancing revenues and SAS, improving market share and utilizing available resources and infrastructure to render effective customer services.

KEY RESPONSIBILITIES

- Accountable for achievement of sales target as per Annual Sales Plan of replacement market in all product categories except OTR.

- Closely scan current industry and market trends; benchmark competitive sales processes and strategies to ensure leadership position in industry

- Setting up guideline and facilitate annual target setting exercise

- To achieve No. 1 position in customer satisfaction index in Customer and Dealer Satisfaction Study

- Design, standardize and monitor sales processes (SOPs), systems, practices.

- Initiate proactive actions to Counter competitor's sales strategy

- Identify new business opportunities

Conceptualize, Design and Implement effective Channel Management processes for creating more customer value through channels such as :

- Designing effective channels using channel structures, functions and flows

- Strategies to reconfigure channels for enhancing effectiveness

- Effective Management of high performing but difficult to manage channel partners

- Managing channel conflicts and re-define territories

- Utilize market and competitors- information, global trends & personal network to ensure effective selling.

- Design, review, strengthen and implement sales schemes, pricing strategies, product / sales promotion schemes, Incentive / loyalty programs, policies and procedures as per the guidelines of the Head office.

- Ensure wider market reach & product penetration in untapped markets, explore ways and methods to sustain and create new avenues to grow the business further with reliable network of dealers / channel partners.

- To implement credit policies and ensure achievement / fulfillment of the revenue collection / SAS target of the organization.

- Forecasting Monthly / Quarterly / Annual sales plans and executing them in a given time frame thereby

PROFESSIONAL EXPERIENCE / QUALIFICATIONS

- Professional with master degree in Marketing & Sales from institute of repute.

- At least 12 - 18 years experience, 5-8 years of which should be at a leadership level of management within sales & marketing in a blue chip organization.

- Must have managed a sales turnover of at least Rs. 400 crores / annum preferably in tyre industry.

- Prior experience in a company where Sales is a key driver in the end to end business performance and is considered to have - best practices- in sales & marketing.