Zonal Sales Manager - Passenger Vehicle

Location is Ahmedabad, Surat

Zonal Sales Manager handling team of TSM

Key Roles and 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 enquiry 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 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 influencers/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 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 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 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.

- 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 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

Technical/Functional competencies:

1) Sales Funnel Management

2) Dealer Viability Monitoring

3) Product , competition & market intelligence

4) PDCA Mechanism of implemented strategies

5) SSI Actionable

6) Product performance feedbacks