Head - Sales - Premium Channel

Job Role - Head Sales Premium

Work Experience - 15 - 22  years of relevant experience

Purpose of the Role

The role is responsible for achieving short-term and
long-term business objectives including volume, market share, and customer
satisfaction by continuously improving network capacity and capability,
strengthening SOP adherence, developing short- and long-term business plans
through forecasting, and executing strategic programs through the dealer
network.

Role Description

The Head – Sales, Premium Network will be responsible for
leading sales planning, network development, dealer performance management,
customer experience improvement, and business execution for the Premium
Business. Key responsibilities include:

1. Prepare
   annual sales plans, process action plans, and target images for key
   business areas.


2. Forecast
   sales for the next three months and identify risks, bottlenecks, and
   mitigation actions.


3. Communicate
   and deploy sales strategies, policies, and business plans across TVSM and
   dealer teams.


4. Negotiate
   and arrange sales enablers such as retail finance, brand inputs, and BTL
   support.


5. Conduct
   weekly PDCA reviews with Area Managers to drive process-based business
   improvement actions.


6. Evaluate
   competition offerings and prepare suitable market responses.


7. Identify
   product and market opportunities or concern areas and build medium- and
   long-term strategies.


8. Visit
   key dealers and towns to coach sales teams and dealers on SOP and process
   adherence.


9. Strengthen
   network development by identifying, evaluating, and recommending potential
   dealership partners.


10. Mentor,
    coach, and develop the field team through succession planning, competency
    gap identification, and training needs assessment.

Managing Points – Key KPI / KRA's

KPI
/ KRA

UOM

Review
Frequency

Vahaan Market Share

%

Monthly

Retail Volume Achievement

Nos

Weekly

SOP Adherence across parameters

%

Monthly

NPS

Score

Monthly

Volume of Focus Products

Nos

Monthly

Functional Competency

Functional
Competency

Required
Level

Business Management – Sales, Finance & Marketing

CL3

P&L Management

CL2

Business Statistics

CL2

Network Development

CL2

People Development

CL3

Business Acumen

CL3

Managing and Leading Change

CL2

Communication Skills

CL3

Behavioral
Competency

Required
Level

Rigor in Execution

CL3

People Leadership

CL3

Emotional Intelligence

CL2

Customer Centricity

CL3

Long-Term Perspective

CL2

Interpersonal Relationship

CL3

Personal Leadership

CL2