- 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
- 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
- by assessing the right potential
- by eliminating product leakages
- 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
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
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)
- Ensure credit notes are raised
Ensure periodic balance confirmation of dealers
- Provide timely MIS and its analysis to the management
Ensure proper body shop reporting
- 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
Positions reporting to this position/role:
- Sales Executives
- Sr. Sales Executives
- Area Sales Executive
- Area Manager
b) Range of no. of Direct/ Indirect Reports /Off Role
- Direct Reports (5-8)
- Indirect Report (5-7)
Major Challenges:
Retaining customers
Coaching sales team to meet their sales targets
Reorienting strategies for region depending on competitor moves, demand changes
Strategizing to penetrate low market share geographies
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