Area Sales Manager - EAST - Motors - OEM

Role & responsibilities

1. Sales & Business Performance

• Achieve monthly, quarterly, and annual retail and wholesale targets for assigned dealers.
• Track sales trends, model performance, and market share; take timely corrective actions where required.
• Formulation and regular surveillance of Dealer sales funnel to ensure the desired conversion efficiency and enhance the overall business output at each outlet, also ensure desired business profitability.
• Ensuring Retail Process excellence, Drive desired product penetration, variant mix, and conversion rates through effective dealer engagement.
• Plan and implement local sales promotions, campaigns, and events to drive footfall and sales momentum.
• Understanding of allied business enablers and dynamics including Used Car, accessories and Insurance & Finance acumen.
• Ensure the availability and quality of enablers at dealership points.
• Demand forecasting and ensuring desired optimum inventory management.
• Communicate company policies and new initiatives to dealerships and ensure strict adherence.
• Devising and executing the sales promotional activities ( ATL/BTL) to generate the desired brand affinity in the market.

2. Dealer Management & Support

• Build strong partnerships with dealer principals and sales teams to drive business growth.
• Review dealer business KPIs including stock health, order planning, manpower productivity, and profitability.
• Ensure adherence to brand sales process and showroom standards.
• Facilitate effective coordination between dealer and company functions (marketing, finance, logistics, etc.)

3. Market Development

• Identify new business opportunities and potential markets to expand brand reach.
• Monitor competitor activities, pricing, and market movements to provide inputs for tactical decisions.
• Support network expansion or rationalization initiatives in coordination with Regional and Network Development teams.

4. Customer Experience

• Ensure consistent implementation of customer-centric sales processes.
• Monitor customer satisfaction indices ( PSF/CSI), fostering strong customer centric culture and a relationship of trust and reliability with the customers for an exceptional brand experience.
• Support dealers in resolving escalations and ensuring prompt customer grievance redressal and drive initiatives to enhance customer satisfaction and brand image.

5. Reporting & Coordination

• Maintain regular reporting on dealer performance, market insights, and business forecasts.
• Provide inputs for planning, demand forecasting and product feedback to HO • Work closely with the Regional Sales Manager to align territory plans with regional objectives.
• Share timely market intelligence with the Regional Sales Manager (RSM) and Head Office (HO), including updates on competition, government regulations, and other key business areas

Qualifications & Experience:

• B.Tech /B. E/ MBA.
• 8-12 years of experience in Automotive Sales / Channel Management (preferably passenger vehicle or premium segment).
• Proven track record of achieving sales targets and managing dealer relationships.
• Strong communication, negotiation, and analytical skills.
• Willingness to travel extensively within the assigned territory.

Key Competencies:

• Sales and negotiation skills
• Channel & relationship management
• Market and consumer insight
• Execution excellence
• Problem-solving & decision-making ability
• Result orientation and teamwork