Area Sales Manager - Automotive

Candidates with prior experience in the 2-Wheeler industry will only be considered.

Key Job Areas/Responsibilities:

1. Negotiate and influence, apply knowledge of various sales tools & techniques to drive sales closure; demonstrate ability to train and coach dealer sales force to deliver results in an impactful manner.

2. Applies detailed knowledge of local market trends, demand drivers, competitor's sales strategies, trading area potential and analyses sales data to develop area/ state level sales plans and strategies and contributes to annual planning by recommending changes to sales forecast for better accuracy. (Evaluates performance ratio - CR, HR and conducting Win Lose and Sales Funnel Analysis)

3. Applies detailed understanding of sales strategy, plans and review processes to drive sales targets through weekly/ formal monthly reviews , identify areas of improvements and improvise action plans.

4. Applies detailed knowledge of various sales tools/ systems and their specific usage at different parts of the sales cycle, to enhance impact and efficacy of the sales process at the dealer/ territory level.

5. Applies detailed knowledge of enquiry data, past trends and local market information, and exhibits skills in cultivating network and sub - sources to generate additional leads and enquiries. Demonstrate ability to comprehend customer profile to segment prospects and non-prospects and sanitises enquiry information to maintain high quality of data in sales systems.

6. Applies detailed knowledge of territory topography, area/ state potential, local demographics and existing channel capabilities to co - develop state level network plans and identify need of expanding/ restructuring channel.

7. Applies detailed understanding of dealer appointment process and selection criteria, and networks with new dealer prospects to gain knowledge about their business, financial health and social background and assess their potential and suitability for partnership.

8. Exhibits skills in assessing overall development needs of dealer workforce across regions, collating training needs identified and organizes and conducts relevant training programs to build channel capability.

9. Applies detailed understanding of business commercials/ opportunities in service vertical to manage service absorption ratio and advise dealers on adopting cost effective practices.

10. Possesses detailed understanding of warranty process to establish plans, settlement standards and enhance customer satisfaction levels