Sales Head - Aftermarket - OEM/Auto Components

Sales Head - Aftermarket - OEM , Auto Components - Pune

Based in Pune/Mumbai. The person will be travelling most of the time.

- Knowledge of Commercial Vehicle aftermarket space

- 10-15 years experience in this field

- Look for people from companies in the Commercial Vehicle

- Has experience of setting up such a channel/ network etc.

Soft aspects:

- Manage complexity

- Proactive/ driven

- Growth mind set

- Entrepreneurial/ challenge norms/ out of box thinking

- Go-getter/ making things happen

- Responsible for the auto channel business, expand & drive product portfolio expansion across product groups.

- Gather & act on competitor & market for the business, co-ordinate with internal stake holders like purchasing, business development, pricing, finance & supply chain for smooth functioning of the business.

- Looking for a Sales professional with 12+ years of experience, ideally from Commercial Vehicle,OEM, Tier1 space who have experience in setting up channels and driving sales through it. This incumbent should have a thorough understanding of service aspect of products with an ability to work with multiple stakeholders to drive sales. He should have led large, diverse teams and remote teams

- Grow revenue from 150 Cr to 500 Cr

- Integrate the existing channels and drive sales through the restructured channel- Enhancing it from parts to Full service

- Engages with leadership as well as direct and dotted line teams to support and manage change. Identifies function/department issues and opportunities to support continuous process improvement. Manages development of methods, processes, and procedures to resolve issues.

- Drives utilization of tools and processes, for example the Sales Process, Customer Relationship Management (CRM).

- Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership, for example through Strategic Business Reviews,

- Builds and maintains outstanding relationships with key customer and business leaders by maintaining quarterly face-to-face contact with key customer management.

- Develops and manages sales (revenue and prime margin metrics at a minimum), financial controls, and risk, ensuring operations are executed efficiently and within established budgets.

- Represents emerging customer needs, preferences, and market trends to New Product Development.

- Assures good communication and coordination across the sales function to attain goals of the sales strategy and culture, management of customers, sales talent management and sales operations.

- Manages activity-based sales management (ABSM), including establishing activity based sales metrics, coaching sellers in ABSM and driving activity based sales results.

- Models and mentors/coaches leadership behaviours.

- Continually evaluates sales force effectiveness and provides input to strategies for improvement, e.g., recruiting/hiring, training, and/or territory and resource reallocation.

Skills :

- Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.

- Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.

- Ensures accountability - Holding self and others accountable to meet commitments.

- Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

- Manages conflict - Handling conflict situations effectively, with a minimum of noise.

- Drives engagement - Creating a climate where people are motivated to do their best to help the organization achieve its objectives.

- Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

- Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

- Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

- Develops talent - Developing people to meet both their career goals and the organization's goals.

- Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

- Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers- or stakeholders- needs or expectations or to provide value.

- Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

- Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.