Head – Sales (HO)/ (Raipur & Nagpur)

Head – Sales (HO)

Level:

HO Level 2 | Reports to: HOD

Function:

Sales (80%) & Operations (20%)Job Summary: Responsible for developing and implementing sales strategies to achieve AOPand growth against AOP. Require 80% of focus on Sales and 20% focus on operationsKey Responsibilities:1. Develop and implement sales strategies to achieve the dealership's sales targets andobjectives. responsible for sales revenue and activity in multiple market/productsegments or regions.2. Consistently delivers profitable growth in all LOBs and Segments by working with andthrough the entire salesforce to provide customers with valued Cummins solutions. anddesign AOP accordingly3. Builds and maintains outstanding relationships with key customers and businessleaders by maintaining at least half yearly face-to-face visits with key customermanagement.4. Supervise, coaches, motivates, and support the sales team to ensure they meet salesgoals and objectives. Review proactively and ensures timely and closure of Salespipeline to meet AOP.5. Set and manage budgets for the sales and marketing departments. Design AOPs forthe team6. Coordinate with Business Development team for successful new product launches.7. Plan and execute marketing campaigns to create excitement and demand for newproducts.8. Ensure all sales and marketing activities comply with relevant laws, regulations, andethical standards.9. Oversee inventory levels and ensure an adequate stock of and spare parts to meetcustomer demand. Min Max level of Inventory10. Achieve or exceed balanced scorecard targets for the organization and take actions onimprovement planRequirementsQualifications and CompetenciesStrategic Vision: The ability to develop a clear and forward-looking sales and marketing strategy aligned with the dealership's overall business goals.Leadership: Leading and inspiring a team of sales and marketing professionals to achievetargets and implement effective campaigns.Sales Expertise: A deep understanding of sales processes, customer relationshipmanagement, and lead generation strategies.Articulating Value Proposition - Interprets internal and external needs of high value keycustomers, explains, and demonstrates products, solutions, and services to meet customer'sspecific needs to differentiate against competition.Financial acumen - Interpreting and applying understanding of key financial indicators to makebetter business decisions.Market Knowledge: In-depth understanding of market trends, customer preferences, andcompetitor activities to identify opportunities and threats.Customer-Centric Approach: An emphasis on understanding customer needs and preferencesto tailor sales and marketing efforts effectively.Team Management: Managing and motivating a diverse team, delegating tasks, and fosteringa collaborative work environment.Business Development: Identifying and pursuing new business opportunities, partnerships, andcollaborations to expand the dealership's reach.Budget Management: Skill in allocating resources effectively, managing budgets for sales andmarketing initiatives, and optimizing return on investment.Negotiation Skills: Negotiating partnerships, contracts, and deals that benefit the dealership'sgrowth and profitability.Ethical Conduct: Upholding ethical standards and compliance in all sales and marketingactivities.Education, Licenses, Certifications:Qualification: University or college degree in Sales or Marketing, Technical or relatedsubject requiredMBA degree in Sales & Marketing preferred.Experience:Min 15 + years of Sales experience and aftermarket sales experience required.Significant level of relevant work experience as a sales representative and other sales supportfunction desirable.Key Performance Indicators:AOP achievement and % growth over AOPAchievement of Profitability GrowthSegment/LOB AOP achievement and growthNet promoter Score: Employee and Customer