Job Description

CompetenciesOverall FeedbackResponsibilities & Key DeliverablesMapping of territories segment wise, application wise, potential wise. Should be able to do sales forecasting for existing range of models / products. Sales and Marketing through local dealers to achieve the targeted sales level of the region. To identify and deal with strategic customers (Fleet owners. Develop sustainable relationship with customers. To conduct meetings of the segment customers like transporters, C and F agents and materialize deals by working out group deals. To work out schemes with financiers for channel sales To guide channel partners to develop secondary sales/service network To act as an interface between the Product development / Marketing team and the end customers. To gauge and give inputs regarding the customer expectations through timely reports to product development / Marketing team. To know competitors activities and new product plans and prepare strategy to counter the same. To train, motivate and develop the channel partners and their sales team. To develop the market through local promotional caigns. To take the responsibility of increasing the market share, Market development / expansionBTech/BE - Agriculture or BTech/BE - MechanicalPreferred IndustriesTractorFarm SectorEducation QualificationB.Tech / BEMBA PreferredGeneral Experience12 plus years of experience in field salesDealer Management

• Negotiation with Dealer on Manpower, Finance and Infrastructure
• Play a role in dealer appointment/ selection
• Prepare action plan on industry/competition to meet State\'s Strategic Priorities
• Monitor productivity of sales man

Financial Handling

• Take appropriate steps to meet Dealer Working Capital
• Plan and work to Reduce Retail Cycle
• Regular discussions and negotiation with Dealer on Fund management

People Management

• Allocate Resource (Strong/weak areas) - SPE\'s, Demonstrators for optimal efficiency
• Ensure Monthly Reviews and feedback of TM
• Coach TM\'s on Business/ Behavioral Concern
• Oversee the capability development of salesman in area

Critical Experience

• Achieve Billing & Volume
• Ensure 0 customer complaints on sales
• Forecasting and Data Interpretation
• State and Zone Priorities
• Organizational Goals

• Sector Guidelines
• Target Setting for each dealership to achieve Billing & Collection

• Work to achieve State and Zone Priorities keeping external /internal factors
• Work with Customer care and ensure Zero Complaint Sales
• Interpret & Use Industry/RTO analysis to forecast volume growth

System Generated Core SkillsTerritory AnalysisSales ForecastingMarketingCustomer Relationship Management (CRM)Scheme DesignDeveloping Channel PartnersSecondary SalesCompetitor AnalysisStrategic PlanningMarket Share AnalysisMarket DevelopmentData AnalysisProduct Knowledge & ApplicationChannel ProfitabilityDealer Relationship ManagementDealer Working Capital ManagementMarket Penetration StrategySales PlanningInventory Management

Mahindra & Mahindra