Area Sales Manager - Chennai

EXPECTED END RESULTS

MAJOR ACTIVITIES

1/ Territory Sales Volumes

• Efficient Management Of Renault India Commercial Budgets
• Implementation of Commercial Activity Campaigns
• Manage the New model launches at the dealership-end
• Ensure achievement of dealer-wise wholesale targets

2/ Market Share (based on TIV)

• Study the Competitor efforts and strategies (in the relevant territory) closely pass on the relevant info to H.O. teams
• Provide feedback on the efficiency of dealer programmes
• Micro-level monitoring of dealership-marketing-activities (local)
• Work closely with Marketing to improve Brand Visibility in the territory

3/ Customer Retention

• Keep close watch on the Lost Customer Database maintained by the dealership
• Investigate (conduct RCA) for Enquiries which have not converted into Bookings
• Strengthen the ‘Referral program’ at the dealership-end
• Implement steps to improve the CX (Customer Experience) at the dealer-network
• Ensure that dealer staff are trained in line with RIPL guidelines

4/ Dealer Relationship Management

• Assist the Business Manager on issue relating to dealer financial performance
• To follow the management of Dealer stocks and to ensure that actions are being taken to control ageing and stock turn
• To build a professional and motivational relationship with the Sales Consultants team
• Achievement of quality and profit objectives for your Dealers

Regional Sales Manager

ASM – South

ASM - Central

ASM - West

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Confidential C

D. Challenges (Please state the typical challenges faced by this role and how he/she is expected to overcome it)

Role Complexity

Solution Mechanism

• Difficult to influence the DP
• Difficult to work with fluctuating market-uncertainties

Customize the ‘dealership-profitability-model’ specific to the DP.

Establish strong connections at Competitor OEMs, Competitor Dealerships, Local Govt bodies

E. Key Interactions (Who (internal/external) does this position interact with on a regular basis to perform this role? How often and for what purpose?)

Internal

External

• Network Development team’
• Field After Sales & Field AXS teams
• H.O. teams (Sales Planning ; Customer Care)
• Finance Dept
• Dealership Principals and Dealership Staff
• Banks & Financiers (in the assigned territory)

F. Knowledge & Skills (State the minimum acceptable proficiency for this job. Do not state incumbent-specific information)

Qualifications

• U.G, Degree or Diploma in Mechanical / Automobile Engineering : B.E / B.Tech
• Additional Qualification: Post Graduate Degree (MBA) or Diploma (PGDBM)

Relevant Experience

• Similar position in Channel Sales business with OEMs ; minimum 5 – 9 yrs of Field Experience

Core Competencies

1. Commercial Acumen, 2. Product Knowledge, 3. Focus on Dealership Profitability

4. Competition Awareness, 5. Customer Focus, 6. Relationship Mgmt Skills (DP)

7. Collaborative Team Player, 8. Adaptability & Fexibility, 9. Leadership (training & motivating dealership staff)