Role Nam : Deputy General Manager- OEM - Sales & Marketing
Reporting to Unit Head- OEM-Sales & Marketing
Role Purpose :
To enhance AIS share of business & target new business win, customer price negotiation, profitability analysis, price correction, ensure customer relationship management and customer satisfaction
Responsibilities Heads :
Business Development :
KRA :
- To generate new enquiries with existing & new customers.
- Increase share of business.
- RFQ management & price negotiation.
- ECN management & cost recovery.
KPI :
- No. of RFQs generated(new & existing customers)
- No. of orders finalised (target vs actual)- Opportunity sales loss.
- Project profitability (Target vs Actual)
Strategic Planning & Execution :
KRA :
- To make & finalize strategy for customers along with Unit Head-Sales & Marketing
- Profitability analysis and price correction.
KPI :
- Customer profitability (Budget vs Actual)
Customer Satisfaction :
KRA :
- Build customer relationship through deep engagement.
- Customer satisfaction improvement plan and execution
- Customer relationship building
KPI :
- New business win
- Customer visits & engagement plan.
- Margin expansion
Sales Forecasting and Control :
KRA :
- Assist Unit Head - OEM Sales & Marketing for mid Term & Annual planning activity
KPI :
- New customer win'-Increase in share of business (SOB)
- Improvement in profitability through price correction
Sales :
KRA :
- Achieve sales as per target
KPI :
- Budgeted sales v/s actual
- Share of business
- Loss in sales
Competitor mapping :
KRA :
- To monitor competitor activities in order to define company strategy and response to customers
KPI :
3C report(company, customer, competitor)
- Competitor share of business
- Competitor activity at customer end (customer visit, PPM, delivery performance etc.)
- Competitor technology & product upgradation
- Competitor cost study
- Competitor pricing strategy
Receivables control :
KRA :
- Collection of payment as per agreedterms in order to ensure cash flow
- Customer credit control as per policy
KPI :
- Payment receipt (plan vs actual)
- Customer outstanding and overdues
- Bad debt and Payment at rest
System adherence :
KRA :
- To implement and maintainsystems/processes like TS-16949, TQM & ISO-14001
- Order to cash for improved productivity and control
- Customer audits
KPI :
- Number of Non-conformities(External/Internal)
REQUIREMENTS :
Knowledge :
- Auto Industry
- Product And Process Knowledge
- Systems of OE Customers
Experience : 15-18 years
Skills :
- Business Development
- Negotiation Skills
- Pricing & costing
- Customer Relationship Management
- CFT Management
- Analytical Skills
- Communication(written & spoken)
- Proficiency in Computer(MS Office)
Qualification :
MBA (Marketing) or B.E.+MBA
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