Manager (Sales - IBU) Bhopal RO

Bajaj Auto -
India

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Job details

Qualifications

Master's degree
Conflict management
MBA

Full job description

Experience

3 - 8 Years

Location

Nature of Job

Sales & Marketing

Job role

Sales

Job Title:

Area Sales Manager

Function:

Sales - IBU

Sub-function:

Reports to:

Divisional Manager Sales - IBU

Office/Location:

2. INTERACTION WITH STAKEHOLDERS

Internal

External

Direct

Sales team
Marketing team

- Finance team - Network Development team - Sales Planning team

Service team

Dealerships
Interaction with customers / unions
BAFL , Other financers

Indirect

3. JOB REQUIREMENTS

Educational Qualifications

Essential: Any post graduate (MBA) from Tier 2 colleges.

Desired: Post graduate (MBA) from a premier institute.

Work Exp

Min: 3

Max: 8

Need for travel

High

75%

4. KEY COMPETENCIES

Technical/Functional

Understanding of sales processes
Dealership Management

- Product Knowledge - Market Intelligence - Competition Tracking

Network development
Negotiation and Conflict Resolution
Sales Training
Local Activation
BTL activations
Marketing

Behavioural

Continuously raise the bar
Ensure results with speed
Meet customer expectations

5. KEY RESPONSIBILITIES

Sales Vs. Targets:

Achieving the sales targets through channel partners in the assigned region

- Increasing the market share for the assigned region by providing strategic directives - Involved in the preparation of Sales plan with Divisional Manager for setting sales targets for Sales executives by analyzing actual sales vs expected sales - Updating market developments periodically to facilitate proactive steps to combat competition

Analyzing market sales data and customer satisfaction data
Drive volume and Market Share growth in all categories sold

Network Coverage:

Identifying the network gaps & identify prospective dealers
Managing the business by monitoring each dealership in terms of viability and profitability
Identifying new towns for Expansion

Systems and Processes:

Capturing ASM best practices and deploy them horizontally in concerned areas
Timely Training to Dealers and dealer staff on Sales process, Product & CRM related activities
Reporting on Dealer performance, Market Shares, Market information, Sales Forecast, Competitor Performance, RTO analysis, Application Matrix, Financier Matrix and Team Productivity
Timely entering targets and achievements on internal platform (CDMS)

Manpower:

Ensuring adequacy of manpower at channel partners
Timely training of the Dealership Sales Manpower

BTL/Local Level Marketing:

Initiate marketing programs/ BTL activities from time to time in the assigned region and monitor customer service to achieve sales objectives and customer satisfaction

Stock and Working Capital:

Managing the funds flow to the dealerships and ensure optimization of working capital
Stock planning & correction

Finance:

Manage funds flow to the dealerships by way of coordinating with the Financiers
Ensures smooth operation by tying up with Financiers for trade advances or Inventory Funding
Continuous interaction with various financers (Including BAFL) to ensure retail finance at the dealerships

The above list is not exhaustive and could evolve with changing needs & priorities of the company

6. KEY RESULT AREAS

Sales Vs Target
Market share growth

- Adequacy of Network Coverage - Systems & Processes - Finance

Manpower
Projects undertaken by the BU/ region for the quarter
Local Level marketing and BTL activities

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