Regional Sales Manager - Original Equipment - Auto/Auto Ancillary - IIM/BITS/IIT

Key Purpose of the Job (Position Summary) :

The position is responsible for ensuring achievement of sales targets and service levels for business from Original Equipment companies (OE). The position is responsible for maximising share of business at an account and category level. The position also needs to ensure that the key account receives products as per the specified quantity, quality and timelines. The role holder will also be accountable for the long term goals and profitability from the identified key accounts.

KEY ACTIVITIES & RESPONSIBILITIES -

Sales

- Create monthly plans for OE requirements and specifications, based on historical trends and discussions with OE Sourcing team.

- Implement defined sales plan for the OE

- Direct and coordinate activities involving sales for the respective accounts across all locations

- Define and ensure achievement of the sales plan for each Segment and Product to achieve sales target

- Regular interaction to understand and resolve OE queries

Business development

- Regular interaction with existing OE to understand new products, new segments and new plants to develop more business

- Identify and develop relations with new OEs to generate inquires, create proposals and make a sales pitches.

- Liaison with the Purchase functions of new and existing OEMs

- Drive discussions internally and with the OE on areas related to pricing, technical development, testing and approvals

Coordination

- Coordinate with the OE Commercial team for quotes and pricing related discussions.

- Coordinate with internal R&D team for technical specifications, testing or issues for OE products

- Provide inputs to the R&D team on market inputs in terms of new tyre requirements, and ancillary technical requirements

- Coordinate with marketing for RFQ for the OE

- Coordinate with internal manufacturing team for plant related issues for OE products

- Coordinate with internal quality team for quality related concerns and complaints.

Service

- Create and review the Sales plan and PJPs for the OE CS TLs

- Understand service related issues at the OE plant level and resolve major grievances for the OE

- Accompany the OE CSTL for OE plant inspections on a sample basis

- Provide in resolving escalation from channel partners and customers

Commercial

- Follow up with Commercial team to prepare invoice and ensure accuracy of details (for example, product specifications, quantity, payment terms and conditions)

- Assist Commercial department in Collections as needed

- Ensure timely receipt of advance payments from the OEMs

- Coordinate with Commercial on compliance related aspects

- Collect necessary documentation from the OE

- Support Commercial to reconcile issues in billing, discrepancies etc.

Logistics

- Coordinate with Commercial and Logistics on planning the daily schedule for the products and quantities to be delivered to the OEMs

- Coordination with the internal Logistics / Transportation for ensuring timely supply to OE

- Provide constant communication to the OEMs about the status of deliveries.

Market Intelligence

- Submit a business proposal to management based on Market intelligence

- Monitor market conditions, product innovations, and competitors' products, prices, and sales and provide timely market intelligence reports

- Understanding competition presence in existing and potential OEs.

- Visit new markets and OEs to understand market potential and identify potential product segments

- Prepare sales presentations / pitch to potential customers on product offerings from CEAT

Brand Building Initiatives

- Implement the marketing plan and branding initiatives for OEs and provide support as required to Regional/national initiatives.

- Ensure that branding events viz. OE events, Service camps for the OE are implemented at the location

- Ensure that the OE CSTL organizes Dealer meets to understand Dealer issues