Senior Manager - Territory Sales Manager (TATA.CARS)

Purpose of the Role

The position will be responsible for driving Passenger Vehicle retail sales to personal customers in assigned regions to achieve business objectives in terms of volumes, market share and customer experience. The incumbent will focus on retail sales growth through market activation, strategic tie-ups, customer engagement, pipeline management and effective coordination with dealerships and alternate sales channels.

Key Responsibilities

Driving PV Retail Sales Volumes & Market Share

• Deliver retail sales targets for the assigned city/region through dealerships and alternate sales channels.
• Drive sales through Store-in-Store, Experience Centers and other retail formats.
• Monitor sales funnel, lead conversion and delivery performance to achieve business targets.
• Work closely with dealerships through PV TSMs to ensure dealer focus and support for achieving retail targets.
• Optimize test drives and customer conversions through focused initiatives.

Micro-Market Activation

• Identify and develop high-potential micro-markets within the region.
• Plan and execute market activation initiatives to generate leads and improve conversion.
• Develop market intelligence on customer preferences, competitor offerings and key business opportunities.
• Develop and manage region-specific tie-ups to strengthen the PV value proposition.

Customer Relationship Management

• Engage regularly with PV customers and act as the first point of escalation for customer concerns.
• Ensure timely resolution of customer issues in line with defined SLAs.
• Capture customer feedback and share relevant insights with internal teams to improve customer experience.

Team Management

• Monitor the sales funnel and guide Product Specialists/sales teams on appropriate follow-up actions.
• Manage and develop Product Specialists across relevant sales channels.
• Drive sales teams and channel partners towards achievement of retail targets.
• Ensure effective manpower deployment and utilization across sales channels.

Stakeholder Management

• Work closely with PV TSMs and dealerships to drive retail performance.
• Coordinate with Sales Planning, Retail Marketing, Customer Experience and Customer Care teams.
• Work with financial institutions and channel partners to facilitate customer requirements and improve conversion.

Desired Candidate Profile

• Education: B.E./B.Tech or Full Time Graduate + MBA Sales & Marketing preferred.
• Experience: 5–15 years of relevant Sales & Marketing experience, preferably in Passenger Vehicle sales.
• Strong understanding of PV products, competition and market dynamics.
• Experience in retail customer management and sales funnel management.
• Proven track record of achieving sales targets and driving market share.
• Experience in dealer/channel management and alternate sales channels.
• Ability to lead, guide and influence sales teams to achieve business objectives.
• Strong customer relationship management and escalation-handling skills.
• Strong planning, problem-solving and market activation capabilities.
• Ability to develop city/region-specific sales strategies and customer engagement initiatives.
• Strong oral and written communication skills, with fluency in English and the relevant local language.
• Ability to influence stakeholders and cross-functional teams without direct reporting authority.
• Good understanding of the PV sales process, resource allocation and retail operations.
• Good technical knowledge of PV products and features.

Skills & Competencies

• Effective Communication & Influencing Skills
• Sales & Business Development
• Team Leadership & Target Orientation
• Customer Relationship Management
• Dealer & Channel Management
• Market Activation
• Result Orientation
• Accountability & Ownership
• Problem Solving
• Data-Driven Decision Making