- This position is responsible for implementing sales strategies and plans for Aftermarket in a particular Metro city and its suburbs. The position is responsible for leading the field sales force in the place and for achievement of targeted revenue and contribution & driving market share improvement from the place.

- The role shall be responsible to build and maintain dealer network ensuring maximum possible coverage and excellent service support to the customer, while observing commercial discipline.

Strategic :

- Formulate and drive implementation of sales strategy for that city.

- Assess sales potential and develop business plan for the city through bottom up plan.

- Set and allocate sales targets for sales team considering the potential of the market.

- Ensure efficient resource management and achievement of targets.

- Participate in conceptualization and launch of sales initiatives in the city to maximize order booking/ sales.

Sales Management:

- Daily monitor achievement of sales targets, productivity, customer acquisition, profit contribution, etc. and take corrective action where required.

- Regularly review and monitor the sales performance, activities done, discounts given, and assist in strategizing and problem solving for the zone.

- Ensure the sales team is effectively managing customer leads to sales conversions.

- Supervise and control inventory management by striving towards accurate forecasting and ensuring availability of products.

- Ensure accurate and timely capturing of sales performance, customer leads, maintaining of customer databases, etc.

- Participate with the Sales and Marketing teams on pricing of products by providing inputs on the acceptable price points in the market as per feedback received from dealers and customers.

- Ensure that the overall sales productivity is maintained at targeted levels. Take corrective action where required.

- Visit the field at regular intervals to understand the market environment, competition and prevailing business trends.

- Participate in regular sales meets to share market information and ensure high team bonding and motivation.

New Products:

- Analyze customer behavior to identify opportunities for new products and revenue enhancement.

- Identify new products / areas of opportunity in liaison with channel partners and customers.

- Provide market inputs for development of new product.

- Participate in new product roll-outs for the allotted territorys by coordinating with Marketing and R&D teams.

Customer Relationship Management:

- Lead all aspects of business relationships with the channel partners / customers at different levels, like pricing, deliveries, product support and service.

- Effectively engage with the customers to build the corporate brand, leverage on the relationship for pitching new products, and secure optimum credit period.

- Ensure customer related inquiries, orders and complaints are addressed on time so as to improve customer satisfaction levels.

- Monitor the customer data and feedback and adapt the sales plans where required.

- Proactively engage with large dealers to ensure that company products get the required push in sales.

- Visit the market to build rapport and interact with key channel partners / large customers to solicit their feedback on the products availability and quality.

Market Development:

- Evaluate market trends and conduct competitor analysis by keeping abreast of market trends and competitor moves to achieve market share metrics.

- Identify from interaction with the customers on new products, technology to create new market segments for the company.

- Consistently evaluate market trends and competitor moves to protect existing sales and maximize future sales opportunities.

- Work along with channel development to identify, engage and partner with new dealers

Trade Marketing/ BTL:

- Work closely with Trade Marketing team on development of BTL Plan.

- Ensure seamlessly execution of BTL plans.

- Evaluate marketing budgets periodically and ensure adherence to planned expenses.

- Evaluate the sales programmes and recommend sales promotions in line with regional requirements and characteristics.

- Provide adequate & timely feedback to the Marketing team.

MIS and Reporting:

- Review regular reports on the city performance and provide the same to Zonal Head - Aftermarket.

- Provide insights to management on short-term and medium-term category sales forecasts and special reports and analysis.

Team Management:

- Lead & develop the team to achieve sales objectives.

- Mentor, provide operational leadership and technical guidance to the team.

- Maintain high levels of motivation and energy in the team.

- Conduct effective performance appraisals for the team and identify training needs.

- Motivate, counsel and coach employees to ensure a conducive working environment.

- Devise incentive schemes for the to maximize sales.

Candidate with sales and distribution management experience from FMCG preferred

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