- 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

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