Territory Sales Manager

Jammu - India

Monthly Salary: Not Disclosed

Posted on: 6 hours ago

Vacancies: 1 Vacancy

Job Summary

Position Name Territory Sales Manager

Position level L5

Purpose of the position

To achieve the sales of passenger vehicles range in the assigned dealerships by close coordination with dealer
principals sales team through ATL/BTL activations in the territory of coverage in order to achieve the desired
volumes market share & customer experience within the company guidelines

Relevant Experience :1. 5-8 years experience in sales and channel management
2. Automobile/Auto Ancillary/Consumer Durables/FMCGpolicies & available resources

Dimensions of the position

4-5 dealerships/outlets
100-200 sales volume

Key Responsibility & Key Tasks

1 Planning Forecasting and Meeting Sales and downstream business
targets:
* Ensure periodic (Monthly & quarterly)sales projection - dealer wise /
model wise for the territory using seasonality /market trends /
pipelines / bulk deals etc.
* BTL /ATL Plan and execution towards the results and review
mechanism by weekly PDCA
* Monitor the enquiry generation thru various sources and drive
improvements in conversion ratios which thus increases the pipe line.
* Monitor TD penetration which will help in increasing the conversion
ratio
* Drive volumes and target achievement (segment wise and product
wise) through network and sales team and hence achieve targeted
Market share for each segment (personal & B2B)
* Pipe line management and weekly target review in order to identify
gaps in the process and take corrective actions with respect to the
targets
* Develop relationship with financiers and ensure that there is a
spread of 3-4 financiers at the dealerships.
* Drive the non-auto revenue streams like Accessories
Extended warranty AMC in coordination with the downstream
revenues team in order to increase revenues & improve profitability
through these streams.
* Ensure regular visits to activity locations in guiding the team for
proper implementation of the activities. * Regular
influencers/fleet operators/financiers meets for maintaining the
relationship and to track bulk orders

Dealer Management

* Drive and manage dealer relationship through regular interactions
resolving dealer issues and supporting dealer business through
resource allocations - manpower/ budgets /activities etc.
* Implementation of processes at dealership like ageing GF/PF
pending follow ups updation same day GF to Retail
* Conduct monthly performance review and PDCA of dealer business
plans through DP and dealer sales team to ensure proper utilization of
dealer resources like infrastructure working capital manpower etc.

Team Management

*Identifying training needs of dealer sales team and provide training
to team members on new models/processes when required
* Based on low performance & low SSI score identity required training
needs to CA's and need to hand hold them for better performance
and also ensure overall productivity
* Ensure timely disbursement of sales team incentives & R&R
programs to the sales team for better motivation and retention
* Recruitment of dealers teams per norms

Supporting Market Intelligence

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