Chief Manager/Associate Director - Tipper

• JOB DESCRIPTION FORM
• Job Role:
• Departments: APAC
• Job Code :
• Location:
• Reports To:
• Key Stakeholders : OEM Clients (Original Equipment Manufacturers),Fleet Operators, Internal teams – Planning, Finance, Customer Service
• 1: Job Purpose Statement (Summarize in one/two statements why this job exists, and the contribution makes to the overall business of the company).
• To drive revenue growth by acquiring and managing institutional clients (OEMs, large fleets, entities), expanding business share in the institutional segment of the tire industry within the India region.
• 2: Organisational Relationship (Provide an organisational chart which illustrates the role structure above and below and parallel to this position).
  

3: Duties & Responsibilities (List in the order of importance the duties & responsibilities of this job)

• 4: Decision Making Authority (This will be for every job allocated to the individual) Refer to the Decision making box for detail information):
• Identify, develop, and manage institutional clients including OEMs, large fleet operators, and PSUs
• Meet annual institutional sales targets product-wise (Farm, OTR, RFT, TBR, etc.)
• Coordinate with technical and product teams for trials, fitments, and feedback
• Participate in tenders, negotiations, and pricing discussions within approval limits
• Ensure timely collections and credit control as per terms
• Provide market intelligence, customer feedback, and competitor insights
• Maintain long-term relationships and customer satisfaction
• Schedule A & B
• Decision Making Authority (For each decision type define if the action involves below mentioned categories:
• Schedule A : Execution
• Schedule B: Follow SOP/policy for decision to be made. (Moderate to Complex decision making)
• Schedule C: Decide within approval limits) Complex/tactical/strategic decision making impacting the outcome.
• ****Can be merged with duties & Responsibility.
• 5: Key Result Areas (List the key deliverables that quantify successful performance in the role).
• Achievement of product-wise and segment-wise institutional sales targets
• On-time collection of >80% outstanding payments from institutional clients
• Acquisition and retention of key institutional accounts
• Contribution to new business through participation in tenders and RFPs
• Market mapping and tracking institutional customer behavior and needs
• Educational Qualification
• Skills & Knowledge
• Mandatory :
• Graduate or Postgraduate
• Preferred : MBA in Marketing
• Strong B2B Sales and Negotiation Skills
• Understanding of Institutional Sales Processes, including tenders and contracts
• Good analytical and problem-solving skills
• Ethical and transparent dealing with high-value customers
• Stakeholder coordination across internal departments
• Work Experience:
• Competencies
• 8–10 years of experience in Institutional/B2B Sales
• Must have experience in the tire industry
• Exposure to Farm/OTR Tires business is an added advantage
• Behavioral:
• Customer Centricity
• Stakeholder Management
• Strategic Thinking
• Functional:
• Institutional Sales Strategy
• Product & Application Knowledge
• Tender and Contract Management