JOB PURPOSE To manage the sales force within his/her defined regional territory. He/She is responsible for overseeing spare parts sales operations, meeting revenue/volume targets and managing the distributors and dealers in the region for 2 Wheelers & 3 Wheelers. INTERACTION WITH STAKEHOLDERS Internal External Direct • Marketing • Service • Sales • Finance • Distributors • Dealers Indirect KEY COMPETENCIES Technical/Functional Understanding of Market & Distribution Channel Management Skills Understanding of Sales Process Understanding on Value selling Understanding of ROI, Channel finance Creative thinking ability Analytical Skills Ability to present and articulate ideas clearly Behavioural • Align and motivate Distributor & Dealer team for high performance • Collaborate across all interfaces • Uphold values; inculcate a culture of excellence • Generate ideas; solve problems creatively. • Champion improvements and positive change.• Develop and engage people. KEY RESPONSIBILITIES • Distributor Management • Sales volume Growth & Target achievement for BGP & BGO • Continuous Network Expansion (Retailer & PRC) at Town level/hub level • Capability Development for Distributor & his Team • Improving the business share of spare parts at the retailer level through the analytical platform • Driving spare parts overall penetration Improvement & for the focus part group • Review distributor for sales performance, scheme performance, product group performance, beat plan Adherence • Activation Programs for PRCs, Retailers & Mechanic to promote and increase advocacy for BGP & BGO • Conduct Meets – Retailer, PRC, Mechanic • Market Research, Brand Building & Promotion Retail Sales Planning for BGP & BGO KEY RESULT AREAS • Business Outcome – Volume target Achievement • Parts Penetration/Market Share & Reach Improvement • New Business – New Retailer & PRC Appointment