Job Title:
Area Sales Manager
Reports to:
Vice President (Sales )
This is for the Chetak Business Unit which is primarily the 2 wheeler electric vehicle - Chetak. The Bajaj brand is well known in all pockets of India, and CTL is a subsidiary of Bajaj Auto. An Area Sales Manager manages the sales force within his defined regional territory. An Area Sales Manager is responsible for overseeing sales operations, meeting revenue/volume targets and managing the sales team in the region. The ASM would be a part of the Electric Vision of the company.
2. REPORTING RELATIONSHIPS
Reporting to
Direct Reports
3. INTERACTION WITH STAKEHOLDERS
Direct
Sales team
Marketing team
Finance team
Network Development team
Sales Planning team
Service team Dealerships
Interaction with customers / unions
BAFL , Other financers
Educational Qualifications
Essential: Any post graduate (MBA) from Tier 2 colleges.
Desired: Post graduate (MBA) from a premier institute.
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
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 