MANAGER (SALES - PB)

Job Description

An Area Sales Manager manages the sales force within his/her defined regional territory. The Area Sales Manager is responsible for overseeing sales operations, meeting revenue/volume targets, Network Sufficiency, Local Marketing, Digital marketing (Dealer/ Local), Rider engagement and managing the dealer sales team in the region. INTERACTION Direct Probiking>Sales, Probiking>Sales Planning & Enablement, Probiking>Network Planning Development, Probiking>Service, Probiking>International & Activation, CMU>Brand Management , Finance>Legal Customers, Dealership, Local communities, Manufacturers Indirect Vendors JOB REQUIREMENTS Educational Qualifications Essential: Management || Business Administration Preferred Institution: IIMs & Equivalent Desired Qualification: Management||Business Administration Industry Specification FMCG, Consumer Durables, Automobile, Consumer Goods KEY COMPETENCIES Technical/Functional 1. Understanding of sales processes 2. Dealership Management 3. Product Knowledge 4. Market Intelligence 5. Competition Tracking 6. Network development 7. Negotiation and Conflict Resolution 8. Sales Training 9. Local Digital Activation 10. Marketing Behavioural L3 - ACT - Continuously raise the bar; Ensure results with speed; Meet customer expectations 5. KEY RESPONSIBILITIES a)Sales Vs. Targets: 1.Achieving the sales targets through channel partners in the assigned region 2.Increasing the market share for the assigned region by providing strategic directives 3.Involved in the preparation of Sales plan with Circle Head for setting sales targets for Sales executives by analyzing actual sales vs expected sales 4.Updating market developments periodically to facilitate proactive steps to combat competition 5.Analyzing market sales data and customer satisfaction data b)Network Coverage: 1.Identifying the network gaps & prospective dealers 2.Managing the business by monitoring each dealership in terms of viability and profitability 3.Identifying new towns for Expansion c)Systems and Processes: 1.Capturing ASM best practices and deploying them horizontally in concerned areas 2.Timely Training to Dealers and dealer staff on the Sales process, Product & CRM related activities 3.Reporting on Dealer performance, Market Shares, Market information, Sales Forecast, Competitor Performance, RTO analysis, Application Matrix, Financier Matrix, and Team Productivity d)Manpower: 1.Ensuring adequacy of manpower at channel partners 2.Timely training of the Dealership Sales Manpower e)BTL/Local Level Marketing: 1.Initiate marketing programs/ BTL activities from time to time in the assigned region 2.Monitor customer service to achieve sales objectives and customer satisfaction f) Local Marketing: 1.Undertake Rider Community activities in the region 2.Facilitate and develop local digital marketing for a particular dealership by managing digital assets and generating leads g)Stock and Working Capital: 1.Managing the fund flow to the dealerships and ensuring optimization of working capital 2.Stock planning & correction h)Finance: 1.Manage funds flow to the dealerships by way of coordinating with the Financiers 2.Ensures smooth operation by tying up with Financiers for trade advances or Inventory Funding 3.Continuous interaction with various financers (Including BAFL) to ensure retail finance at the dealerships