Job Title: Area Sales Manager Function: Sales - PB Reports to: CH Sales - PB Office/Location: Vijayawada RO INTERACTION WITH STAKEHOLDERS Internal External Direct • Sales team • Marketing team • Finance team • Network Development team • Sales Planning team • Service team • Dealerships • Interaction with customers / unions • BAFL, Other financers JOB REQUIREMENTS Educational Qualifications Essential: Any graduate from Tier 1/2 colleges Desired: Postgraduate (MBA) from a premier institute Work Exp Min: 3 Max: 8 Need for travel High 75% KEY COMPETENCIES Technical/Functional • Understanding of sales processes • Dealership Management • Product Knowledge • Market Intelligence • Competition Tracking • Network development • Negotiation and Conflict Resolution • Sales Training • Local Activation • BTL activations • Marketing Behavioural • Continuously raise the bar • Ensure results with speed • Meet customer expectations KEY RESPONSIBILITIES Sales Vs. Targets: • Achieving the sales targets through channel partners in the assigned region • Increasing the market share for the assigned region by providing strategic directives • Involved in the preparation of Sales plan with CH for setting sales targets for Sales executives by analysing actual sales vs expected sales • Updating market developments periodically to facilitate proactive steps to combat competition • Analysing market sales data and customer satisfaction data • Drive volume and Market Share growth in all categories sold Network Coverage: • Identifying the network gaps & identify prospective dealers • Managing the business by monitoring each dealership in terms of viability and profitability • Identifying new towns for Expansion Systems and Processes: • Capturing ASM best practices and deploy them horizontally in concerned areas • Timely Training to Dealers and dealer staff on Sales process, Product & CRM related activities • Reporting on Dealer performance, Market Shares, Market information, Sales Forecast, Competitor Performance, RTO analysis, Application Matrix, Financier Matrix and Team Productivity • Timely entering targets and achievements on internal platform (CDMS) Manpower: • Ensuring adequacy of manpower at channel partners • Timely training of the Dealership Sales Manpower BTL/Local Level Marketing: • Initiate marketing programs/ BTL activities from time to time in the assigned region and monitor customer service to achieve sales objectives and customer satisfaction Stock and Working Capital: • Managing the funds flow to the dealerships and ensure optimization of working capital • Stock planning & correction Finance: • Manage funds flow to the dealerships by way of coordinating with the Financiers • Ensures smooth operation by tying up with Financiers for trade advances or Inventory Funding • Continuous interaction with various financers (Including BAFL) to ensure retail finance at the dealerships The above list is not exhaustive and could evolve with changing needs & priorities of the company KEY RESULT AREAS • Sales Vs Target • Market share growth • Adequacy of Network Coverage • Systems & Processes • Finance • Manpower • Projects undertaken by the BU/ region for the quarter • Local Level marketing and BTL activities