Job Description

KEY PERFORMANCE AREAS

• Sales Volumes and Revenue achievement
• Timely collections
• New customers added
• New channel partners added
• Performance of Channel partners
• Brand recall in territory
• Customer Service feedback

KEY ACTIVITIES & RESPONSIBILITIES

Sales Operations

• Implement defined sales strategy for the territory.
• Ensure achievement of sales target for each Segment and Product in the assigned territory through regular follow up with all channel partners.
• Adhere to the Personal Journey Plan (PJP) and meet the daily set targets in terms of meetings with channel partners, customers, potential customers and influencers.
• Ensure prompt supply on time to channel partners and Direct fleets.
• Provide required information and advice on products and other details.
• Ensure regular relationship building with all Channel partners and key customers.
• Ensure prompt response to all customer queries and mails.
• Meet prospective channel partners and direct customers to demonstrate products, explain product features, and solicit orders.
• Prepare sales presentations / pitch to potential customers on product offerings.
• Recommend products to customers, based on customers\' needs and interests.
• Drive sales schemes, warranties etc. as per set norms.
• Implement sales policies on credit or contract terms, as per set norms / procedures.
• Keep abreast of all products and services and changes if any, to provide accurate information to customers/channel partners.

Channel Development

• Drive and assist channel partners for upgrading their category by enhancing their performance.
• Implement Direct fleet module to develop existing Direct fleet customers to increase share of CEAT products with the Direct fleet customer.
• Counsel and work with channel partners to reach out to their key customers with an intention to drive sales for channel partner and promotion of CEAT products.
• Train employees of channel partners and direct customers, to operate and maintain the product.
• Support and guide channel partners in developing capabilities of channel partner employees for enhanced customer satisfaction.

Service

• Handle customer complaints timely, assist in settling disputes and resolving grievances for channel partners and customers.
• Conduct field inspections and CFA visits as part of the claim management process with adherence to company\'s policies and processes.
• Field visits to channel partners/ direct customers to understand product performance and customer issues.
• Field visits to mechanic shops, garages etc. to understand product performance and customer issues.
• Support the RSM in resolving escalation from channel partners and customers.

Inventory Management and Logistics

• Coordination with the internal Logistics / CFA\'s / Transportation for ensuring timely supply to customers / channel partners.
• Follow up with transporter to ensure timely dispatch and delivery of goods to Dealers and Direct fleets.

Collections

• Follow up with CFA / Commercial team to prepare invoice and ensure accuracy of details (Example - product specifications, quantity, payment terms and conditions etc.)
• Follow up with Direct fleet customers for payment and resolve their issues.
• Assist commercial department in the collection of accounts as needed.
• Escalate issues in payment, discrepancies and default in payment dates to RM.

Market Intelligence

• Monitor market conditions, product innovations, and competitors\' products, prices, and sales and provide timely market intelligence reports.
• Understanding competition presence by meeting Competitors\' channel partners and major fleets.
• Visit new markets to understand market potential and identify potential channel partners/ customers.

Brand Building Initiatives

• Implement the BTL plan and branding initiatives for the territory and provide support as required to Regional/national initiatives.
• Ensure that branding initiatives for channel partners and customers are implemented at site.
• Organize Truck meets to provide communication about the various product offerings from CEAT.
• Organize Hub meet for dealers to communicate about the various product offerings from CEAT and gather feedback.
• Organize Fleet activation meets on a monthly basis for the sizeable fleets.
• Organize Driver training programs to provide proper training to the drivers for optimum use and maintenance of CEAT products.

Developmental

• Keep abreast of all product and services provided by the company.
• Keep abreast of new sales techniques and processes.

Education and Experience Required

Education:

Any Graduate / Any PG

Preferably with a PG degree or diploma in Sales or Marketing with relevant work experience

Experience:

2-5 years

KEC International