Job Title:

Area Sales Manager

Function:

Sales - IBU

Reports to:

CH Sales - IBU

Office/Location:

Pune 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