Tata Motors - Territory Sales Manager

We are looking for a strong sales professional for our Passenger Vehicle sales team (PVBU).

Detailed job description is given below :

Designation : Territory Sales Manager

Job Location : PAN India

Experience : 2 to 7 Years

Qualification : BE or B.Tech or MBA

Salary : As per industry standard

Preferred Industry : Automobile / Automotive

Job Responsibilities :

Planning, Forecasting and Meeting Sales and downstream business targets :

- Ensure periodic (Monthly & quarterly)sales projection - dealer wise / model wise for the territory using seasonality /market trends / pipelines / bulk deals etc.

- BTL /ATL Plan and execution towards the results and review mechanism by weekly PDCA

- Monitor the inquiry generation thru various sources and drive improvements in conversion ratios which thus increases the pipe line.

- Monitor TD penetration which will help in increasing the conversion ratio

- Drive volumes and target achievement (segment wise and product wise) through network and sales team and hence achieve targeted Market share for each segment (personal & B2B)

- Pipe line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets

- Develop relationship with financiers and ensure that there is a spread of 3-4 financiers at the dealerships.

- Drive the non-auto revenue streams like TMI, TMA, Accessories, and extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams.

- Ensure regular visits to activity locations in guiding the team for proper implementation of the activities.

- Regular influences/fleet operators/financiers meets for maintaining the relationship and to track bulk orders

Dealer Management :

- Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations manpower/ budgets /activities etc.

- Implementation of processes at dealership like ageing GF/PF, pending follow ups updation, same day GF to Retail

- Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc.

- Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions.

- Timely Submission and coordination with regional finance team in settlement of dealer claims.

- Work closely with dealership to improve profitability - Adherence on infringement policy with in the dealers to improve dealer retention& profitability

- Coordination with logistics department for timely billing and dispatches to avoid delay in deliveries.

- Timely submission of claims and follow up so that the money gets credited within least possible time.

Team Management :

- Identifying training needs of dealer sales team and provide training to team members on new models/processes when required

- Based on low performance & low SSI score identity required training needs to CA's, and need to hand hold them for better performance and also ensure overall productivity

- Ensure timely disbursement of sales team incentives & R&R programs to the sales team for better motivation and retention

- Recruitment of dealers teams per norms - Timely submission of required reports and updates to SH & to other supporting depts.

- Maintaining strong relationship with the dealers and keeping them engaged.

Network :

- Ensure DI norms/manpower availability/productivity in F class /NED's and update the same to Network team

- Update to network team on competition network expansion in the territory & inputs on our presence

- Handholding new dealers closely for the first year of their operations along with sales team.

- Track competition activities, sales trends, consumer schemes and dealer incentive programs through retail marketing teams in order to stay competitive in the field actions

Ensuring Best in Class Customer Experience :

- Implement the SSI process at dealerships, conducting regular reviews with CRM/GM/DP & dealer sales team, and need to create action plan and execute for SSI improvement.

- Drive retail excellence initiatives like CUP 52, monitor scores and intervene as and when required for guiding corrective actions

- Monitoring the timely resolution of customer complaints within TAT & take steps for process improvements to ensure that similar complaints don't repeat

Supporting Market Intelligence :

- Ensuring through regular customer feedback capturing of product & services and escalate the same to SH

- Track competition activities, sales trends, consumer schemes and dealer incentive programs through retail marketing teams in order to stay competitive in the field actions