Deputy General Manager - HCV Sales

Purpose of the Role

This position will be responsible for driving sales volume of new & used vehicles, conversion of mid-to-big deals and enhancing customer engagement in the assigned territory. It is also responsible for increased market share and increased customer satisfaction keeping in mind the company policies and code of conduct.

Job Responsibility

1. Sales Planning:
Drive sales volume of new & used vehicles
Drive monthly and annual targets to be achieved in terms retail sales and customer satisfaction levels as per Sales & Marketing plan.
Identify territories with market potential and ensure the outlet presence
Enhance customer engagement in the assigned territory in order to drive sales & market share
Coordinate with various partners and internal teams to drive customer engagement & sales in CV business.
Drive manpower, infrastructure and processes at dealerships as per company norms
Conduct trainings for dealer sales team on pre-sales & sales processes, new product features / modifications etc.
Capture market intelligence through multiple sources, understand customer views about product & services and any other specific requirement.

2. Review and Execution:
Conduct sales review meeting on a monthly basis with dealers sales representatives and sales team to monitor performance and to set future action plan
Analyze dealer wise and outlet wise performance to monitor sales and deploy action plan to different territories based on performance and potential
Provide guidance to respective team to plan monthly target setting, market activations activities
Provide product wise indent to RSMs as per the agreed schedule
Review and monitor share market intelligence report for the region with the regional heads
Review and monitor dealers inventory and ensure that it stays at optimum level through proper forecasting
Review and implement Dealer Profitability Model/Dealer Health Index Model based on guidelines received from regional office
Review and Support existing key accounts and gather feedback on a monthly basis
Provide inputs on existing product improvements/ development of new products and variants to create differentiation in the market

3. Financial Management:
Monitor and control channel finance within the desired limits
Review actions to reduce the dealer outstanding in the region
Coordinate with Regional Head RCFI to ensure availability of financing options to dealers and customers & provide inputs on the same on regular basis

4. People Management:
Establish strategy and best practices for people to ensure their aspirations are met with the overall business objectives.
Set department objectives and monitor ongoing progress and performance
Ensure strong communication between teams under leadership to facilitate exchange of information and in order to implement change and improvements
Responsible for developing the appropriate organisational structure, resource plans and culture to support the business objectives and customer deliverables

Stakeholder Profiles & Nature of Interactions

Internal:
State Head
Update and seek support to drive sales and market share
Drive Manpower, infrastructure and processes at dealerships

Regional Sales Coordinator - Tata OK
Drive Tata OK penetration and sales in assigned territory

Regional Head SNM
Drive Manpower, infrastructure and processes at dealerships

Regional Head RCFI
Ensure finance availability to dealers and customers

Territory Sales Manager (Product)
Provide guidance in monthly planning activities
Provide training and coaching to TSMs

RSM (Product)
Update and seek support to drive sales and market share
Provide product wise indent as per agreed schedule
Provide product feedback and market intelligence on regular basis

Desired Candidate Profile

• Education-B.E./B.Tech (Preferable MBA in Sales & Marketing)
• Relevant Experience: 7-10 years of experience in Automobile industry with Sales, resource management and customer knowledge
• MBA in Marketing/B Tech.
• Telugu Speaking

Skills & Competencies

• Excellent Selling Skills
• Networking Skills
• Negotiation and Influencing Skills
• Result focused
• People Management