Regional Sales Manager - West

JOB DESCRIPTION Regional Sales Manager – West

A. Job Information

Position Name

Regional Sales Manager – West

Organizational Unit and Code

Sales – West Region
Base location: Pune
Unit code: SF105

Job Holder’s Reporting Lines

To be confirmed

Legal Entity

KRSV Innovative Auto Solutions Pvt. Ltd. (Koovers)

B. Aim, Tasks and Qualifications

Aim of the position

Lead sales growth for Koovers across the West region in the passenger-car automotive aftermarket. Build workshop, garage and mechanic relationships, increase active customers and repeat orders, lead the regional sales team, and deliver revenue, gross margin and collection targets in coordination with Operations, Procurement and Credit Collection.

Tasks of the job holder

Regional sales planning

• Develop monthly, quarterly and annual sales plans for the West region, translating business targets into territory, location and team goals.
• Identify market potential, customer gaps and growth opportunities across existing and new serviceable territories.
• Track competitor pricing, product availability, customer demand and local aftermarket trends to guide sales actions.

Customer acquisition and account growth

• Acquire and develop workshops, garages and local mechanics for passenger-car spare parts sales.
• Increase active buying customers, repeat orders, order frequency and share of customer spend.
• Build relationships with key accounts, conduct joint customer visits and resolve escalated commercial or service issues.
• Drive adoption of Koovers’ ordering platform and communicate relevant product launches, schemes and offers.

Sales execution and profitability

• Deliver regional sales and gross margin targets within approved pricing, discount and commercial policies.
• Review sales performance by territory, customer, product category and salesperson; address gaps through specific action plans.
• Coordinate with Procurement, PGM and Operations on product availability, assortment gaps, order fulfilment and delivery performance.
• Monitor returns, cancellations and customer complaints with the relevant teams and address recurring causes.

Collections and credit discipline

• Work with Credit Collection and Finance to achieve collection targets and control overdue receivables.
• Ensure sales teams follow approved credit limits, payment terms and customer onboarding requirements.
• Review customer ageing and support follow-up on overdue accounts and resolution of payment disputes.

Team leadership and reporting

• Lead and coach the regional sales team; set territory goals, review field activity and strengthen product and selling skills.
• Conduct regular market visits, pipeline reviews and performance discussions with the team.
• Coordinate sales manpower requirements, onboarding and training with HR and relevant business teams.
• Maintain accurate customer, pipeline and sales records in the prescribed CRM or business systems.
• Prepare sales forecasts and regional reviews covering revenue, margin, customer activity, collections and corrective actions.

Key deliverables and KRAs

• Achievement of approved regional revenue, growth and gross margin targets.
• New customer acquisition, active customer growth and customer retention.
• Improvement in repeat orders, order frequency and territory coverage.
• Collection target achievement and control of overdue receivables within approved terms.
• Team productivity, field activity and achievement of territory targets.
• Forecast accuracy, timely reporting and closure of customer escalations.

Role-specific requirements

• Based in Pune, with regular travel across assigned territories in the West region.
• Maintain strong field engagement with customers and sales teams.
• Team size, territory boundaries and numerical targets will be defined in the approved organisation and business plan.

Required qualifications

Education

• Bachelor’s degree; Automobile or Mechanical Engineering is preferred. An MBA in Sales or Marketing is an advantage.

Experience

• 15 years of relevant sales experience in the passenger-car automotive aftermarket, including regional or multi-territory sales and team leadership.
• Experience selling automotive spare parts to workshops, garages and mechanics, with working knowledge of West region markets.

Must-have skills and competencies

• Passenger-car spare parts, applications, brands and aftermarket channel knowledge.
• Regional sales planning, territory development and customer relationship management.
• Revenue, gross margin, pricing and receivables management.
• Team leadership, field coaching, negotiation and problem-solving.
• Sales forecasting, CRM discipline, Excel and performance reporting.
• Ability to coordinate with Operations, Procurement, PGM, Finance and Credit Collection.

Good-to-have skills

• Experience with B2B spare parts platforms, distribution networks, warehouses or dark-store-led fulfilment.
• Familiarity with digital ordering and customer adoption initiatives.
• Marathi and Hindi communication skills, alongside English business communication.

About Koovers

Koovers is a technology-enabled B2B automotive aftermarket platform that supplies automotive spare parts to workshops, garages and local mechanics.

Website: www.koovers.com