Hero MotoCorp - Territory Manager - Sales

Section 1 : Identification

Job Title: Territory Manager

Department: SMCC (Sales)

Reporting Relationship

Administratively : Area Sales Manager

Functionally : Area Sales Manager

Job Purpose :

To effectively achieve ABP (Despatches, Market Shares & Institutional sales) thru various SOP's laid down by company {conducting various sales promotional activities, appointing network in untapped potential areas, proper implementation of Dealer Sales Process Management (DSPM), timely funds review & collection, Manpower availability & training} thereby ensuring customer satisfaction, business sustenance, profitability & growth

Key Accountabilities :

1. To achieve ABP ensuring business growth & profitability

- Daily/weekly / monthly review of targets

- Identifying gaps & ways to bridge these gaps

a) Sales target vs achievement

b) Market share target vs achievement

c) Institutional sales target vs achievement

d) Paid up stock norms

2. To improve secondary network performance

- Visiting network as per Project Stallion guidelines (To review Infrastructure, manpower, processes & Financial capability)

- Conducting BTLs

a) Improvement in Project Stallion score

b) Activity target vs achievement

3. To implement various Head Office initiatives

- To communicate, plan, ensure implementation & review of various HO initiatives as per timelines

a) Rural vertical / Bharat Shrestha wave performance

b) Connect usage

c) GoodLife performance

4. To improve customer experience

- To review & improve processes, infrastructure

- New Visual identity implementation & basic showroom upkeep

- Post sales followup

- Customer Feedback system

- Project Vishwas score action planning

5. Manpower quality & quantity

- To ensure manpower quality & engagement

a) Manpower recruitment & availability

b) Manpower training & assessment

c) Rewards & recognition

Key Challenges

- To meet unforeseen exigencies/report timelines

- Policy handbook/master for better understanding

- Multi-tasking

- Slow decision making

Key Interactions :

- Service Dept

Network Appointment / Dlr Issues

- Zonal Office

Branding / Institution Approvals

- Head Office

Finance Claims / Various Initiatives

-Parts Dept

Accessories / Parts Availability

Agency (whom you interact with) :

- Dealers

KPI

- Vendors

Media Buying / Services / Execution

- Govt Offices

Rto / Sales Tax / Service Tax

- Banks / Financers

Attractive Finance Schemes / Btl Activities

Section 8: Job Requirements

Educational Background:

Threshold educational qualifications required to execute the role :

- MBA (MARKETING)

- B.E. / B.TECH

Skills and Capabilities :

Threshold skills and capabilities required to execute the role :

- Ms. Office / Frequent Touring

- Interpersonal & Communication Skills

- Forcasting / Analytical / Negotiation