Senior Manager - Parts Sales Retail Network

Purpose of the Role

The role is responsible for driving sales of Spare Parts by increasing penetration in assigned territory. It involve ensuring the availability of genuine parts throughout designated territories and by closely working with retail network. It also involves creating awareness and educating the channel on benefits of genuine spare parts.

Job Responsibility

Sales Execution and Planning

• Drive sales strategy through innovative activities and relationship building to garner maximum market share of Tata Genuine Parts.
• Drive achievement of retail sales, institutional sales, product range and total sales targets by demand generating schemes and initiatives
• Achieve distributor targets for primary and secondary sales by driving order generation activites
• Develop and plan appropriate stock levels with distributers and execute plans for order generations. Monitor fulfilment of orders to ensure targets are achieved. Ensure distributers have the proper funding to support sales
• Ensure the timely handling of channel partners and customer complaints including resolving payment issues, claims settlements and product availability
• Actively coordinate with channel partner and procurement, warehouse & finance team to achieve high fill rates
• Actively explore growth opportunities to increase market share and expanded the network to meet business objectives
• Develop a deep understanding of the market and competition in assigned territory and use insights on competition pricing and distribution strategies to help improve organizations own strategies and tactics
• Develop market potential matrix of Tata Genuine Parts through different methods: retailer wise, product group wise, district wise potential

Financial Management

• Coordinate and monitor the availability of finances for distributors in assigned territory
• Ensure competitive customer pricing by negotiating with channel partners to creating a win-win distribution pricing.
• Monitor over dues of dealers and distributers in assigned area and take actions when required

Relationship Management

• Deliver sales targets by working collaboratively with channel partners, participate in customer contact programs to capture voice of the customers, and providing timely solutions to the market, dealers, distributors and customers

People Management

• Maintain up to date product knowledge and actively provide training and educate to the retailers, mechanics, fleet operators and channel partners regarding product and the usage of genuine spare parts.
• Instilling the importance of resolving customer complaints received by distributors and guiding them on best practices for handling tricky situations in a timely manner. Also training them on importance of stock keeping and timely ordering of parts

Stakeholder Profiles & Nature of Interactions

Internal
Warehouse
Servicing of Orders, providing e-permits.

Central Logistics team.
Tracking shipments

Tech Cell
Technical support for NPI

ASM/CSM
Joint Audits of workshops.

External
Dealer
For order planning, Payments, DPM review on regular basis

Transporter
For claims and timely delivery of consignments.

Desired Candidate Profile

• Education MBA from renowned B school along with B E (Mechanical / Automobile Engg)
• Relevant Experience: 3 - 4 Years
• Experience in Business to Business Sales or Channel Sales or Auto Component Sales
  

Skills & Competencies

• Sales Skills
• Technical knowledge
• Analytical Skills
• Interpersonal Skill
• Negotiations skills
• Local language knowledge
• Customer Orientations