Cluster Head - Channel Sales - Auto

Sales Management

- Implement defined sales strategy for the cluster.

- Set and allocate sales targets for all the Territory Managers in the cluster considering the potential of the market.

- Ensure achievement of sales target for each segment and product in the assigned cluster through regular follow up with all channel partners.

- Participate in conceptualization and launch of sales initiatives to maximize order booking.

- Manage the assigned geographical sales area to maximize sales revenues through dealer channel.

- Conduct regular joint distributor/ dealer meetings with the Territory Managers and Executives.

- Answer dealers- questions about products, prices, availability, product uses, and credit terms.

- Regularly communicate with dealers about the new products of the company.

- Develop proposals for current or prospective dealers.

- Negotiate details of contracts and payments.

- Train dealers to operate and maintain the product.

- Monitor market conditions, product innovations, and competitors' products, prices, and sales.

- Develop and maintain a thorough knowledge of products and services to provide accurate information to dealers.

- Ensure that distribution is enhanced by identification of new channel partners and constant upgradation of channel partners in the cluster.

- Participate in new product roll-outs for the cluster by coordinating with Trade Marketing and R&D teams.

Dealer Review

- Set targets and conduct monthly operational reviews with dealers.

- Manage stock liquidation for dealers.

- Train Territory Managers to conduct distributor/ dealer reviews.

- Analyse dealer performance and take necessary action.

- Train the dealers on proper usage and maintenance of the products.

- Visit key dealers & sub dealers regularly for the region.

- Partner with dealers by resolving their problems / challenges with respect to sales and marketing of products.

Adding New Dealers

- Pass on details of potential new dealers to Channel development team

- Support new dealers during their start-up period, including training, sales direction, and familiarization with company processes and systems and as agreed upon at the time of handover

Commercial

- Ensure all invoices are raised with accuracy.

- Ensure that payments are received from dealers/ sub-dealers within stipulated duration of time.

- Ensure minimum overdue and monitor that collections are within the prescribed credit period.

Customer Relationship Management

- Ensure customer related inquiries, orders and complaints are addressed on time so as to improve customer satisfaction levels.

- Engage with dealers to ensure that company products get the required push in sales

- Visit the market to build rapport and interact with channel partners / customers to solicit their feedback on the products availability and quality.

- Ensure all customer claims are settled with minimum TAT.

MIS and Reporting

- Review regular reports on the cluster performance and provide the same to Zonal Head - Aftermarket.

- Assess product market data and competitor activity based on the reports prepared by field sales people and evaluate sales results.

Team Management

- Mentor, provide operational leadership and technical guidance to the team.

- Conduct effective performance appraisals for the team and identify training needs.

- Drive and guide the team to achieve targets.

- Hold and attend monthly operational reviews.

- Motivate, counsel and coach employees to ensure a conducive working environment.