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.

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.