AVP - Sales & Marketing - International Business

POSITION DESCRIPTION

Position : GM Sales & Marketing

Reporting to : V.P Sales & Marketing

New/Replacement : New

Location : Mumbai

Reportee : 4-5 Direct and 20 dotted

Qualifications : B.E/B.tech With MBA

Experience : 18+ years of experience into Automotive, handling at least 850 Cr. Of turn over

Interview : 3-4 Round, 1. Telephonic, 2. F2F With Hiring Managers, 3. F2F with BU Head & HR Head, 4. F2F with MD

Working : 5.5 day/week

Purpose

Maintain and Improve market share inline with policy and LRP objectives by

1. Improving customer relationships

2. Maintaining & improving contribution

3. Developing new & potential customers and

4. Enabling new product plan adherence

Role description

- Deliver products and service to meet customer requirements in terms of QCD parameters

- Conduct daily / weekly reviews effectively as per plan and support team members to achieve goals

- Adhere to customer visit plan & and communicate feedback internally

- Complete activities for improving customer satisfaction on committed date and seek feedback from customers

- Review of contribution analysis

- Propose price corrections to Head - S&M based on contribution analysis

- Follow through VA / VE proposal implementation

- Identify new customers based on policy guidelines and conduct feasibility study for further development

- Establish contacts with new customers

- Facilitate system audit clearance for identified new customers

- Respond to RFQ as per committed lead time

- Conduct technology day presentation for the identified customers

- Prepare product plan based on the customer requirements

- Identify gaps in fulfilling the product plan along with the technical teams

Managing points

1.1 Customer sales Rs. Cr Weekly

1.2 Customer market share % Weekly

1.3 Customer satisfaction Score Monthly

2.1 Contribution % of sales Monthly

3.1 New business Rs. Cr Monthly

3.2 RFQ lead time Days Monthly

4.1 New product plan adherence % Monthly

Competencies and certification courses / trainings considered necessary to perform this job

1. Product awareness CL 2 1. Communication CL 3

2. Commercial acumen CL2 2. Rigour in execution CL 3

3. Institutional selling CL 3 3. People leadership CL 2

4. Sales planning CL 3 4. Emotional intelligence CL 2

5. Negotiation CL 2 5. Customer centricity CL 3

6. Export regulations CL 3 6. Business acumen CL 2

7. Managing and leading CL2 7. Long term perspective (planning & strategising CL 2

8. Understanding international customers / cultures CL 3

Behavior Skill:

- Good analytical skills

- Problem Solving

- Conflict Resolutions

- Leadership Skill

- Customer Interaction

- Business Acumen

- Lead by example approach

- Go get things

- Who had being a part of growing organization