Deputy General Manager - Regional Sales Manager (Passenger Vehicles)

Role & responsibilities

1. Planning, Forecasting and Meeting Sales Budgets:

• Ensure periodic (Monthly & quarterly)sales projection - dealer wise / model wise for the region using seasonality /market trends / pipelines / corporate orders etc. Plan for the VME and Tactical FME budgets' deployment in the region and drive implementation of sales activities through RMM/Sales team
• Monitor utilization of these budgets in close coordination with ZMM in order to augment the leads & enquiry generation and drive improvements in conversion ratios which thus increases the top line growth
• Drive volumes and target achievement (segment wise and product wise) through sales team and hence achieve targeted Market share for each segment (personal & B2B)
• Drive and monitor PDCA, periodic retail movement tracking, and adherence to weekly target plans in order to identify gaps in the process and take corrective actions with respect to the targets.
• Maintain dealer stocks as per norms and ensure off- take target achievement. Coordinate with the RCFI team and establish relationships with the financiers to ensure utilization of the retail finance channel and promote TMI at the sales touch points.
• Drive the non-auto revenue streams like TMA, Accessories, Extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams.

2. Network Expansion & Rationalization:

• Identify gaps in the network and strengthen / replace the non performing dealers in close coordination with the network team

Support in identification, recruitment and on boarding of new dealers in close coordination with the network team in order to enhance the network reach and quality.

3. Dealer Management:

• Drive and manage dealer relationship through constant interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc.
• Conduct periodic performance review and PDCA of dealer business plans through Area office teams to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc.
• Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions.
• Work closely with Regional team and DD team to ensure dealers remain profitable or plan for replacement wherever needed.
• Control discounting/ infringement within dealers to improve dealer retention & profitability

4. Ensuring Best in Class Customer Experience:

• Implement the SSI process at dealerships, conducting regular reviews with TSM and dealer principal & dealer sales team, guide team to create action plan and execute for SSI improvement.
• Drive retail excellence initiatives like NAVRATNA , monitor scores and intervene as and when required for guiding corrective actions
• Monitoring the timely resolution of customer complaints & take steps for process improvements to ensure that similar complaints don't repeat and reduce customer sales complaints per 100 vehicle.

5. Supporting Market Intelligence:

• Ensuring through regular customer feedback capturing of product & services and escalate the same to product & services team
• Track competition activities, sales trends, consumer schemes and dealer incentive programs through retail marketing teams in order to stay competitive in the field actions.

Stakeholder Profiles & Nature of Interactions

Internal:

• TSMs
• ETBR management, review of dealership performance, credit, outstanding, claim process settlement etc. and to provide necessary support and coaching
  ZM & SHQ
• Support to augment sales in the region in terms of schemes, credit availability etc

External:

• Financial institutions and Insurance companies
• Review of financial schemes and working capital their viability
  Competitor Dealers and employees
• Market intelligence
  Govt Institute/RTO local rules and regulations
• Market intelligence and sales prospect
  BTL Agencies
• ATL/BT activation overview
  Dealerships
• Volumes target achievement plan, Credit and outstanding and overall dealership performance and support as and when required

Preferred candidate profile

• Education : Regular B.E./ Post Graduate (Preferably Regular MBA in Sales & marketing)
• Relevant Experience : 12 - 16 yrs. (Considerable experience in sales and network management)
• Automobile background

Skills & Competencies

• Financial Acumen
• Communication Skills
• Negotiation Skills