Head Sales And Marketing

Key Metrics:

P&L Ownership of the 1000+ crs domestic spare parts Business

Responsible for Marketing, Sales, Product Management, Operations and Sourcing for the business

Handle team strength of over 50 people

Manage key distributor accounts and relationships critical for the business’s success

Manage overall customer satisfaction in terms of availability, product, pricing and responsiveness

Roles & Responsibilities:

A. Marketing

Responsible for range expansion of current products

Responsible for new product introductions

Responsible for Pricing and product positioning in market

Responsible for Packaging design and implementation

Responsible for Product analytics and budgeting

B. Sales

Responsible for growing the spare parts revenue by market, by product, by distributor every month, quarter and year

Responsible for the achievement of sales targets and budgets defined for the month/qtr/year

Periodic reviews with distributor and internal field sales teams by product, territory and region

Responsible for the field sales teams to conduct sales campaigns systematically based on a calendar

Responsible for understanding and countering competing brands and their strategies

Responsible for maintaining market share in existing products and growing MS% in new products

C. Operations, Sourcing & Demand Planning

Effective planning of materials and stocks across our warehouses to ensure availability

Demand forecasting and sales planning to provide visibility to plants and warehouses

Reviews service levels, inventory status and other warehouse metrics and implementation status

Finalize transport and logistics tie-up’s and monitor delivery KPI’s to ensure on-time availability

Working with external vendors in cases where the products are outsourced

Responsible for procurement at optimal prices linked to base commodities to minimize costs

D. Digital & Analytics

Creating and monitoring digital dashboards to track sales, stocks, product, market, availability etc.

Continuous Business analysis to identify and double down on critical focus areas for the business

Overlaying market data on our data to understand our market position and lag aspects

Ensuring our digital catalogues and databases are updated for customer consumption

Establish relevant reporting mechanisms to ensure data is well captured, collated and analyzed for making necessary decisions – department and management

E. Budget

Finalize the manpower, capital and revenue budget for the business based on reviews of activity levels, proposed growth plans and requirements and submit proposals for management approvals

F. People Responsibilities

Mentor and Coach teams to ensure motivation levels are high (particularly on the field)

Plan for manpower for current/future needs for the department

Provides inputs and feedback to individuals to help support their development and improve performance

Most importantly, good coordination and teamwork with Service and Manufacturing units

Problem solving and decision making to ensure all teams come together to deliver for success

Educational Qualification

Bachelor’s in Engineering (Mechanical / Automobile)

Desirable

Post Graduate Diploma in Management

Experience

Minimum 15-20 years of experience in marketing and sales

Should have proven leadership capabilities so as to manage a team effectively