Territory Sales Manager

Education: B.E-B.Tech OR Any Graduate + MBA (Full Time)

Planning, Forecasting and Meeting Sales and downstream business targets:

• Ensure periodic (Monthly, Quarterly, Annual) sales projection - dealer wise / model wise for the territory using seasonality /market trends / pipelines / bulk deals etc.
• ATL/BTL Plan and execution towards the results and review mechanism by weekly PDCA.
• Monitor the enquiry generation thru various sources and drive improvements in conversion ratios which thus increases the pipeline.
• Monitor TD penetration which will help in increasing the conversion ratio Pipe-line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets.
• Drive volumes and target achievement (segment wise and product wise) through network and sales team and hence achieve targeted Market share for each segment (personal & B2B)
• Pipeline management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets.
• Develop relationship with financiers and ensure that there is a spread of 3-4 financiers at the dealerships.

Dealer Management:

• Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc.
• Implementation of processes at dealership like ageing GF/PF, pending follow-ups updation, same day GF to Retail.
• Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc.
• Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions. Timely Submission and coordination with regional finance team in settlement of dealer claims.

Team Management:

• Identifying training needs of dealer sales team and provide training to team members on new models/processes when required.
• Based on low performance & low SSI score identity required training needs to CA's and need to hand hold them for better performance and also ensure overall productivity.
• Ensure timely disbursement of sales team incentives & R&R programs to the sales team for better motivation and retention.

Network Management:

• Ensure DI norms/manpower availability/productivity in F-class/NED's and update the same to Network team.
• Update to network team on competition network expansion in the territory & inputs on our presence
• Handholding new dealers closely for the first year of their operations along with sales team.

Stakeholder Profiles & Nature of Interactions:

Internal:

• Regional Manager (RM) / Zonal Manager (ZM): Review and support related to ETBR management, review of dealership performance, credit collections, outstanding, claim process settlement etc.

External:

• BTL Agencies: ATL/BTL activation
• Financers & PSU's: Financial Scheme preparation for targeted product.
• Dealers: ETBR, Manpower training, territory coverage, Working capital requirement, Market intelligence based on competition analysis
• Competition OEM: Market intelligence