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.  

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