Job Description

1.) Job Purpose:-As the Head of Parts Commercial, the position will lead revenue generation and profitability optimization efforts within the aftermarket segment of Construction segment. The primary focus will be on maximizing revenues from services, spare parts, technical training, and effectively managing the aftermarket profit and loss statement. The candidate should be result oriented leader with a passion for driving aftermarket excellence with the ability to inspire and motivate his team and cross-functional teams.The candidate is responsible for undertaking top down estimation of spare part consumption based on current trends and forecasted product sales, estimate revenue by types of requirement (preventive maintenance, general maintenance, breakdowns, major overhauls), involve into budget preparation, sales scheme, marketing cost, finalize demand forecast prepared by materials management team, inventory movement plan, design and introduce promotional schemes for parts and merchandise materials management, monitor dealer aging reports, identify possible issues along with parts sales team, develop and modify pricing frameworks for parts & merchandise.Monitor and control after sales service levels with an objective of increasing customer satisfaction of Case CE products within company strategy and CNH guidelines in India and SAARC markets.2.) Dimensions: -The role of Head - Parts Commercial will report to the Head of Parts Commercial & Customer Solutions.

• Reporting to : Head Parts Commercial & Customer Solutions- Construction Segment
• No. of Direct Reportee : 8
• Position Responsibility : India & SAARC

3.) Key Result Areas (KRAs) / Measures of Performance (MOPs): -

• Assess internal and external factors influencing business for business planning; Take pricing decision of spare parts based on purchase price, customer & market context, finance inputs, etc.;
• Provide analytical inputs on market coverage and forecasting to Case CE India Management; Lead development of Forecast plans (1, 2 and 3) as per Annual Operating Plan;
• Lead exploration and business case development for spare parts and parts opportunities like FleetPro, Attachments, Lubricants etc. and lead roll-out post approval in order to develop and achieve the strategic plans for Parts Operations business.
• Guide Sales Planning based on opportunity, potential and historical trends per area segment; Guide team in dealer target setting and oversee dealer appraisal and development;
• Regular interaction with dealer and stockist meetings to understand on-ground nuances and issues;
• Evaluate the business / financial impact of sales schemes and provide final approval to all schemes to be implemented, pricing/back orders/automation.
• Integrate a Marketing program and develop marketing communication vehicles dedicated to Parts Operations e.g. newsletters, notices, pamphlets etc. in order to increase market penetration and coverage for Parts business.
• Participate in Platform meetings for new products to provide inputs for spare parts development.
• Periodically review the performance of dealers and stockists and provide inputs on performance.

5.) Background Information and Main Activities: -

• The position oversees the commercial department and is responsible for controlling costs, building a loyal team, maintaining good employee relations, setting and obtaining sales and profit objectives and maintaining service standards.
• Additionally, he must satisfy parts availability concerns of all customers, ensure that service is performed at the highest level and operate the department profitably and having a strong Customer orientation and understand customers need.
• Ability to lead team to execute end to end solutions, Conduct performance review and Planning and Coach subordinates.
• Provide solutions to field for complicated issues with help of Tech Support Team and field service team.
• Assess internal and external factors influencing business for business planning; Take pricing decision of spare parts based on purchase price, customer & market context, finance inputs, etc.;

\xc2\xb7 Lead zero based budgeting for Parts Operations based on inputs from business with respect to future demand and projected independent demand for spare parts;\xc2\xb7 Provide analytical inputs on market coverage and forecasting to Case CE India Management; Lead development of Forecast plans as per Annual Operating Plan;\xc2\xb7 Lead exploration and business case development for spare parts and parts opportunities and lead roll-out post approval in order to develop and achieve the strategic plans for Parts, Lubricants & Attachment business.\xc2\xb7 Guide Sales Planning based on opportunity, potential and historical trends per area segment; Guide team in dealer target setting and oversee dealer appraisal and development;\xc2\xb7 Regular interaction with channel partners meetings to understand on-ground nuances and issues;\xc2\xb7 Evaluate the business / financial impact of sales schemes, commercial policies and provide final approval to all schemes to be implemented, pricing/back orders/automation etc.\xc2\xb7 Integrate a Marketing program and develop marketing communication vehicles dedicated to Parts Operations e.g. newsletters, notices, pamphlets etc. in order to increase market penetration and coverage for Parts business.\xc2\xb7 Participate in Platform meetings for new products to provide inputs for spare parts development.\xc2\xb7 Review current and future warehousing requirements for Parts Operations and evaluate investments/ projects for improvements;\xc2\xb7 Review packing costs and validate and approve justifications for excess expenditure on special sales Oversee Sales Return process and approve resale of returned material found in acceptable condition in order to establish effective and efficient warehousing, distribution and logistics processes for Parts operations.\xc2\xb7 Lead penetration and coverage of parts stocking at dealer level and stockist level; Interact and influence dealers to promote the spare parts business;\xc2\xb7 Evaluate and approve stockists based on the credentials report prepared by the team;\xc2\xb7 Periodically review the performance of dealers and stockists and provide inputs on performance improvement in order to establish a credible, far-reaching and effective channel for Parts operations.6.) Decision Making Authority and Controls:Parts Warranty: case to case basisDOA : Discount/ credit notes on invoice (as per defined and approved process)Authorize air travels of employeesPLM ratings to direct reportees as per guidelines8.) Qualification and Experience: -Education-BE/BTech (Mechanical, Electrical)Professional Qualification-MBA or advance degree preferredLocationGreater NoidaExperienceMinimum 18-20 years in revenue generation & Profitability Optimization with 5-6 years in budgeting and planning roles with exposure to SAP, DMS, Inventory management, Aftermarket P&L management & Customer Relationship managementAge40 Yrs. & Above9) Other information:Willing to travel for 18-21 days per month to visit dealers/branches/customers/machines in respective geographies thru suitable mode of transport as per company policy.

CNH Industrial