| JD -L3 - ASM Sales | |||||
| Job Title: | Area Sales Manager | ||||
| Function: | Sales | ||||
| Sub-function: | - | ||||
| Reports to: | Vice President (Sales ) | ||||
| Office/Location: | Nagpur | ||||
| 1. JOB PURPOSE | |||||
| This is for the Chetak Business Unit which is primarily the 2 wheeler electric vehicle - Chetak. The Bajaj brand is well known in all pockets of India, and CTL is a subsidiary of Bajaj Auto. An Area Sales Manager manages the sales force within his defined regional territory. An Area Sales Manager is responsible for overseeing sales operations, meeting revenue/volume targets and managing the sales team in the region. The ASM would be a part of the Electric Vision of the company. | |||||
| 2. REPORTING RELATIONSHIPS | |||||
| Reporting to | Direct Reports | ||||
|
NIL | ||||
| 3. 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 |
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| 4. JOB REQUIREMENTS | |||||
| Educational Qualifications | Essential: Any post graduate (MBA) from Tier 2 colleges. | ||||
| Desired: Post graduate (MBA) from a premier institute. | |||||
| Work Exp | Min: 3 | Max: 8 | |||
| Need for travel | High | 75% | |||
| 5. 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 |
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| Behavioural | - Continuously raise the bar - Ensure results with speed - Meet customer expectations |
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| 6. 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 Divisional Manager for setting sales targets for Sales executives by analyzing actual sales vs expected sales - Updating market developments periodically to facilitate proactive steps to combat competition - Analyzing 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 |
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