1. National Sales Planning & Forecasting
- Lead AOP (Annual Operating Plan) and rolling forecasts at national level
- Design target allocation frameworks across states, clusters, and territories
- Ensure alignment of targets with market potential, seasonality, and business priorities
- Monitor performance vs plan and recommend strategic interventions
2. Sales Incentive Plan (SIP) – Design & Governance
- Design and implement Sales Incentive Plans (SIP) for field teams aligned to business objectives
- Define clear KPIs, payout structures, slabs, and eligibility criteria
1. Business growth
2. Market share improvement
3. Focus on priority products / geographies
- Track SIP effectiveness, payout vs performance correlation
- Continuously refine plans based on behavioral outcomes and business impact
Role Manager / Senior Manager – Sales Planning & Operations
Department/Brand Tractor Sales
Location Greater Noida
Reports to Director Sales
3. Scheme Strategy, Rollout & Actualisation
- Conceptualize and deploy national and channel schemes
- Ensure structured rollout communication and execution timelines
- Monitor actualisation vs scheme intent and budget utilization
- Provide insights on scheme ROI and market competitiveness
4. DMS Governance & Digital Discipline
- Drive national governance of Dealer Management System (DMS)
Ensure:
1. Data accuracy
2. Timely data entry
3. Billing discipline
4. Stock visibility
- Define KPIs and track dealer/system compliance levels
- Partner with IT for system enhancements and adoption
5. Sales MIS & Business Analytics
- Develop and standardize central MIS dashboards and reporting frameworks
- Provide actionable insights on:
1. Retail vs billing gap
2. Market share trends
3. Scheme and SIP performance
4. Dealer funding & inventory health
- Enable leadership with data-backed decision-making tools
6. Sales Organization Planning & Productivity
- Design and optimize sales structure and manpower deployment
- Define span of control, coverage norms, and productivity benchmarks
- Identify gaps in coverage, capability, and performance
- Work with HR on hiring plans, KRAs, and performance management frameworks
