Regional SALES MANAGER - Commercial Vehicle
Our Company and the Department’s objective…
We are one of the key market leaders in AUTOMOBILE manufacturing and its Sales across the Indian and International markets. We offer a creative and progressive culture with all the exciting challenges and rewards of working for a dynamic, international company. You will be working as Regional Sales Manager in our Commercial Vehicles - Sales & Marketing Department. This department works ardently towards achieving the profit and revenue targets set by the organization and aims to significantly enhance the market share of the products.
Your Job Role Summary …
You will work towards leading the sales team of the region for both 3W and 4W with the main responsibility of ensuring achievement of sales targets in terms of revenues, volumes sell-in, sell-out, dealer and property stock, product mix, profitability and credit and thereby contributing to the overall success of the organization.
Your key deliverables will be…
- Developing business plan with the team and the dealers and regular reviewing and monitoring for adherence to the plans.
- Achieving budgeted volumes and market shares in 3-Wheeler Passenger Segment, and 3-Wheeler Cargo Segment.
- Managing enquiry management system in the region with regular reviewing and interventions.
- Performance management of dealers through goal setting, business and activity planning, regular reviewing, and interventions.
- Evaluating channel performance, guiding on improvements, planning for expansion, and taking corrective actions for poor performance.
- Identifying potential candidates for new channel partners and routing it to dealer development department.
- Keeping abreast of competitor activities in the region and guiding team on necessary counter actions through BTL activities.
- Managing and controlling outstanding receivables from the channel as per the norms of the organization.
- Analyzing and finalizing strategic schemes for the region, undertaking annual, quarterly, and monthly sales forecast across regions and vehicle indenting as per timelines with accuracy.
- Running the Governance calendar for the region both internally and externally with the channel, reviewing regional expenses and recommending improvements.
- Providing extra focus on the launch of new products and ensuring the success of these products in the region.
- Managing sales team to maximize sales revenue and exceed targets, guiding them on strategies through regular meetings and developing specific plans to ensure long and short-term growth.
Essential Qualification:
- BE (Mechanical / Automobile) or full-time bachelor’s degree.
Desired Qualification
- MBA (Marketing)
- Should have knowledge of familiarity with different sales modelling techniques and pipeline management.
Preferred Technical Skills and Certification
- Ability to measure and analyze key performance indicators (ROI and KPIs).
- Knowledge of financing process and support.
- Familiarity with CRM software and SAP.
- Strong background in sales with working knowledge of Microsoft office (excel, word, outlook)
Work Experience
- Total 12-15 years of experience in the industry.
- Experience as a Regional Manager or at least five years of experience in managerial role.
Preferred Industry Experience
- Automobile engineering like Commercial Vehicles or related fields.
Core and functional competencies.
- Excellent leadership skills tomotivate sales teams and mentor them to reach their sales targets.
- Organizational skills for carrying out budgeting, forecasting, planning, and training.
- Strong communication and interpersonal skills to work with team members, senior management and clients and resolve conflicts wherever necessary.
- Strategic skills for developingnew strategies and come up with innovative plans to boost sales regularly.
- Strong negotiation and creative problem-solving skills with the ability to persuade and influence others.
- Good analytical and presentation skills to be able to influence team members as well as dealers and customers.
- Good understanding of business and knowledge of finance to achieve profitability of sales region.
- Should possess strong sense of business with understanding of the financial markets and investment vehicles.
- Must demonstrate a positive image of self and own abilities, pushes forth and has willingness to trust one’s own judgment.
- Should demonstrate concern about achieving or surpassing results against an internal benchmark of excellence and see a difficult customer as a challenge to be won over.
- Should be able to offer / think of several different arguments/responses to gain acceptance of the product or influence desired outcome, specifically use subtle strategies to influence customer’s purchasing decisions.
- Should maintain understanding of technical updates and use information technology to align and expedite work.
Key Success Factors …
- Accurate forecasting of products and pricing trends for profitability of the company.
- Achievement of sales targets through channel partners in the assigned regions.
- Meeting revenue and profitability targets and contribution to market share
- Increased number of prospective dealers and expanded customer base.
