JOB DESCRIPTION
Field Sales Executive — Automobile Industry
Department - Sales & Distribution
Location - Surat & Ahmedabad
JOB PURPOSE
The Field Sales Executive is responsible for driving sales growth across an assigned territory by visiting distributors, dealers, and retailers on a daily basis. The role focuses on achieving volume targets, expanding the distributor network, collecting market intelligence, and building strong trade relationships for the company's automobile products including vehicles, spare parts, accessories, and lubricants.
KEY RESPONSIBILITIES & DUTIES
1. Daily Market Coverage & Field Visits
- Conduct a minimum of 35-40 outlet/distributor visits per day as per the beat plan.
- Follow the Journey Cycle Plan (JCP) — a structured weekly/monthly route for systematic market coverage.
- Ensure 100% coverage of assigned territory distributors, sub-dealers, and retail points.
- Record each visit with time-in, time-out, and activity details in the CRM/mobile app.
- Submit daily call reports (DCR) to the Area Sales Manager by end of each working day.
2. Distributor Management
- Onboard new distributors and sub-dealers in underserved areas of the territory.
- Maintain strong, long-term relationships with existing distributor network.
- Resolve distributor grievances related to stock, pricing, claims, and scheme payouts.
- Monitor distributor inventory levels and ensure adequate stock availability at all times.
- Guide distributors on product range, seasonal promotions, and company schemes.
- Conduct monthly business reviews (MBR) with each key distributor.
3. Sales Target Achievement
- Achieve monthly, quarterly, and annual sales volume targets (units/value) for assigned territory.
- Drive secondary sales (distributor to dealer/retailer) and primary billing to distributors.
- Upsell premium models, accessories, and service packages to improve per-unit revenue.
- Participate in vehicle melas, auto expos, and local promotional events to generate leads.
- Ensure timely booking and order fulfilment across all trade channels.
4. Collection & Accounts Management
- Follow up on outstanding payments and ensure collection as per credit terms.
- Achieve monthly collection targets and maintain debtor days within prescribed limits.
- Submit all collection receipts and post-dated cheques (PDCs) to the accounts team.
- Flag any credit risk or bad-debt situations immediately to the ASM.
5. Market Intelligence & Reporting
- Track competitor activity — pricing, schemes, new launches, and market share movements.
- Report customer feedback, product quality issues, and after-sales concerns promptly.
- Conduct periodic retail audits to monitor shelf visibility, branding, and stock levels.
- Share weekly market feedback reports with the zonal/area sales manager.
6. Promotional & Trade Marketing Activities
- Execute trade schemes, loyalty programs, and seasonal offers at the ground level.
- Ensure proper branding and point-of-sale (POS) material display at all trade outlets.
- Coordinate test drive events, demo camps, and scheme announcements with dealers.
- Drive enrolment of mechanics, technicians, and dealers in company loyalty programs.
REQUIRED SKILLS & COMPETENCIES
Technical / Functional Skills
- Product knowledge of automobiles — vehicles, spare parts, accessories like – 7D Mats, and lubricants.
- Territory planning, beat plan preparation, and market coverage techniques.
- Understanding of automobile distribution channels (OEM → Distributor → Dealer → Retail).
- Proficiency in CRM software, mobile sales apps, and basic MS Excel/reporting tools.
- Knowledge of trade schemes, credit terms, and distributor margin structures.
Behavioural / Soft Skills
- Strong communication and persuasion skills in local language (Gujarati/Hindi) and English.
- High energy, self-motivated, and capable of working independently in the field.
- Goal-oriented with a consistent track record of target achievement.
- Relationship-building ability with trade partners at all levels.
- Problem-solving mindset for on-ground distributor and customer issues.
- Time management — ability to plan and execute visits per day efficiently.
- Integrity and accountability in handling collections and company assets.
WORK SCHEDULE & FIELD NORMS
- Monday to Saturday (6 days/week); Sunday off. Working Days:
- 9:00 AM – 6:00 PM (market hours); flexible as per territory needs.
- Own two-wheeler or company-arranged conveyance; travel allowance paid.
- Fixed weekly route; all deviations require ASM prior approval.
- Daily check-in via CRM app; end-of-day call report mandatory.
Pay: ₹15,000.00 - ₹25,000.00 per month
Work Location: In person
