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Channel Sales Manager - LMD

Date: 17-Mar-2021

Location: IN

Company: VE Commercial Vehicles Limited

Job Description

Role:  Channel Sales Manager-LMD

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

Reporting into: Area Sales Manager

Level: Deputy 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. Driving channel management, seeding new products and increasing product awareness are key execution areas of the role. 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
  • Indirect reportees: 0


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


  • 3 - 7 years in Sales & Marketing. From the following industries:
  • Commercial Vehicles
  • Tractors
  • Tyres

Business Understanding

  • Product Knowledge
  • Presentation & Communication Skills
  • Dealer Management & Relationship building in the markets

Area of Responsibility

Managing Sales & MIS

Strategy making, planning & Execution- Partner in Regional Strategy making and driving out plans for 5 Ton market in Tipper & Laterite/12 Ton Tippers. Ensure complete mapping of Segment with different applications relevant. Motivate the existing dealer team to concentrate on the new product to work towards establishing the products like live trails, product promotion, sales pitch, Unique Selling Proposition. Ensure various schemes to channel partners/ dealer sales team to achieve the desired targets. Ensuring dealer satisfaction. Adherence to process. Engage with Financiers to help the dealer team towards smooth handling of financing arrangements for the customer. In order to meet segment-wise targets (5 Ton & 12 Ton Tippers set by the organization).


Product Awareness/Training

Creating product awareness in the dealership Team. Imparting training to them. Competency building of dealership team. In order to meet customer requirements and achieve BP of designated area/Dealership.


People Management

Manage self-performance and collaborate with Area level stakeholders ( Internal & external). Identify the competency gaps and facilitating competence development of the team both internal & external. Administration of performance management process. Engaging & retaining talent.


Customer Engagement and Process Adherence

Understand the Customer requirement. Identifying Key Account customers and planning activity for them. Work with the aftermarket team to ensure customer satisfaction on product performance. Ensuring the follow-up and Minutes of the meeting.


Improving Market Reach/Awareness

Develop a complete understanding of the area of operation. Ensure the manpower availability at dealership accordingly to Business Plan. Plan and execute a monthly action plans. Review & Monitor the Dealer Sales Executive performance. Check the actual commercial outflow by explaining the Value proposition to the customers.