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Area Sales Manager - LMD

Date: 15-Mar-2021

Location: IN

Company: VE Commercial Vehicles Limited

Job Description

Role:  Area Sales Manager LMD Sales 

Function: TBE - S&M - LMD Sales & Marketing

Reporting into: Regional Sales Manager -LMD

Level: Manager

Purpose of the Role

The position exists in order to partner with dealerships to drive volumes and market share for Light & Medium Duty Trucks leading a team of Area Sales Managers and Channel Sales Managers to drive channel management, seeding new products, and increasing product awareness. Identifying target segment, create market & ensure sales volume by targeting prospective customers in the product segment with the objective of enabling sales & financial target achievement and developing potential for future within the limits of overall business strategy & plan derived for function.

Span of Control

  • Direct reportees: 0-4
  • Indirect reportees: 0

Education

  • Engineering Graduate (B.Tech) (10+2+3 years) and/or MBA with 60% or above in all exams

Experience

  • 8-10 years in Sales & Marketing. From the following industries: - Commercial Vehicles

Business Understanding

  • Understanding broad level of business
  • More planning part
  • Expert understanding- KAM management
  • Expert understanding- Channel Management of large number of Channel partners.
  • Understanding market and better MIS
  • People Management

Area of Responsibility

Customer-Centric Approach

Strategy making & enabling team for execution- New product to new customers. Channel Management especially issue handling. Keeping track of all the financial aspects of Channel partner. Ensure monthly review of team and daily work improvement. Customer-centric approach In order to meet Regional sales & financial targets set by the organization.

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Business Development

Usage of HO resources for BTL/ ATL activities. DSE / DSM training tool development for better training. In order to maintain adequate focus and adding new customers critical for future sales and competition tapping.

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SHARP Adherence

customer engagement: CSM huddle and review on alternate days. Action plan review during dealership visit. Engagement of sales team with UDAAN Process adherence: Hold team accountable. Understand dealership inquiry and pipeline health. Ensure CSM adhere to the SHARP process In order to achieve. Designated volume. Uniform retail throughout the month.

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People Management

Manage self-performance and collaborate with regional level stakeholders (Internal & external) Manage team performance by. Identify the competency gaps and facilitating competence development of the team both internal & external. Administration of performance management process. Engaging & retaining talent Collaborating with other Regional Sales Managers and Corporates counterparts in Head Office to enable business target achievement for the Region.