Job Description

The job responsibilities for the position can be broadly categorized in following deliverables:Sales Operations:\xc2\xb7 Prepare business forecasts and Annual Operating Plan (AOP) for the CBU for tractor, spare parts, rotavators and implements considering the industry, market share and inputs from Area Managers/Executives.\xc2\xb7 Finalize CBU and state wise, targeted annual volumes and cascade into monthly targets by CBU, area, taluka, dealer, model wise, etc.;\xc2\xb7 Monitor and review monthly volume target achievement by CBU, area, dealer, etc.; Identify focus areas and course corrections in order to maximize target volume achievement;\xc2\xb7 Review target achievement feasibility at month end and distribute readjustments if required to Area Managers/Sales Executives; Review and suggest opportunities for after-sales enhancements in terms of parts, labour, reach, etc;\xc2\xb7 Share product feedback with Product Marketing in order to plan and achieve the volume targets for the CBU\xc2\xb7 Review promotional activity (Demonstrations, publicity, bazar displays, etc.) budgets and calendar;\xc2\xb7 Conceptualize and initiate promotional activities and customer reach program as required; Provide own comments basis promotional activity requirements for pushing volumes and share to Area Manager/Sales Executives;\xc2\xb7 Participate in large customer meets and events; Follow up on event approval, if required in order to enhance sales through existing and new customersChannel Management:\xc2\xb7 Periodically review dealer performance through business reviews, evaluate gaps and draw out trends;\xc2\xb7 Seek out opportunities for enhancing volume sales and provide directions; Negotiate with dealers on the dealer promotional activity investments to enhance dealer investments for the same;\xc2\xb7 Build relations with dealers, propose ideas for enhancement of sales and seek buy in for the goals; Understand dealer and customer issues and propose mechanisms to reduce the same;\xc2\xb7 Monitor dealer to customer outstanding i.e. Advance Deliver Status (ADS) tracking; Monitor the customer quality to safeguard own exposure and dealer profitabilityDealer Working Capital; Retail Finance & Incentive Management:\xc2\xb7 Facilitate CNHi Capital in achieving their business goals/Objectives\xc2\xb7 Build relations with financers through visits and follow up for specific / critical cases for retail finance in order to better enable dealer sales and strengthen channel partners\xc2\xb7 Review the average per tractor incentive budget for the month and the impact of average tractor incentive per dealer and provide inputs; Review the current priorities such as stock, overall sales, season, resources, etc.;\xc2\xb7 Determine mechanisms or frequency of incentive distribution to enhance the motivational value of the incentive plan for the dealers (e.g. delivery based incentive schemes) in order to enhance dealer sales volumes and dealer motivation\xc2\xb7 Monitor dealer fund rotation, need for enhancement of bank guarantee / securitization and timely renewal of security/BG; Discuss with dealers regarding issues;\xc2\xb7 At quarterly business review, discuss the working capital requirements and need for additional funds and security from the dealer based on seasonal/peak requirements; Review the deviations on credit proposal for dealers from Area managers/Sales executives;\xc2\xb7 Evaluate and determine the cause and feasibility for approving the deviation based on the dealer history, credit worthiness, repayment capacity, vintage with company, etc.;Legal Matters:\xc2\xb7 Monitor adherence to timelines for court representation and completion of documentation for legal and consumer forum cases in order to drive adherence to financial compliances and facilitate adequate credit control.Leadership/Team Management Responsibility:The CBU Manager leads the CBU sales team and dealers, inspiring and leading them from the front to achieve challenging goals.The CBU Manager responsibility is to keep the teams morale and motivation high and keeping the team focused and aligned to the organizations sales goals.Education/Qualifications: B. Tech (Agri. Engg./Mechanical) with preferably MBA MarketingEssential experience and skills: 15 + years of experience with at least 5 years in rural automotive sales and age of 35-40 years

CNH Industrial