Zonal Sales Manager - Automotive Paint

Responsibilities/Accountability Clusters and Principal Activities:

1. Strategy formulation and implementation

- Map the current market situation, benchmark with competition to identify product/service gaps

- Design and implement strategies to

a) Increase sales across brands

b) enhance penetration in low market share geographies

c) increase LIC (light industrial coatings) and CT (commercial transport) business sales

2. Sales targets

- Ensure micro sales planning and facilitate forecasting for all brands

- Meet sales targets for paint products (value/volume based)

- Meet sales targets for adjacencies (value/volume based)

- Ensure timely collection of receivables and maintain collection efficiency index at the desired level

- Ensure range selling and channel balancing

- Ensure achievement of purchase targets of bodyshops as per legal agreement

a. by assessing the right potential

b. by eliminating product leakages

3. Market Development

- Ensure proper product placement to ensure growth in market share

- Negotiate and sign agreements with body shops,

- Win new bodyshops and dealers

- Retain existing customers (bodyshops /dealers),

- Engage in network expansion and channel management

- Develop few reference / ideal body shops in their territory

- Provide inputs in planning the marketing of new products / branding requirements and facilitate execution in the field

- Facilitate designing of schemes for brands and ensure the control on the scheme spend

4. Customer Relationship Management

I. Body shops

- Ensure timely delivery of goods/services to the customers

- Ensure speedy resolution of customer complaint in coordination with internal teams (eg. EFF, trainers)

- Liaison with OE regional service team, share bodyshop development case studies and secure their preferential recommendations on service grounds

II. Dealers

- Visit and interact with dealers on a frequent basis to maintain relationship

- Ensure dealers benefit from various schemes

- Ensure customer engagement activities are conducted (eg. painter meets, dealer meets)

5. Reports

- Provide timely MIS and its analysis to the management

- Ensure proper body shop reporting

6. People Management

- Coach, guide and develop team members

- Set goals, appraise performance and provide timely feedback

- Initiate and implement measures to create a sustainable growth culture covering the 3Cs and ethics, compliance and EHS