Branch Manager

Job Description

Role: Branch Manager

Division: ETB

Function: ETB - COCO - Sales

Reporting into: Retail Business Head

Level: M4a

Purpose of the Role

This position exists in order to head the branch operations of COCO, this includes sales of HD, Bus and LMD, also to handle service and spares business. Leading a team of Sales Manager, Sales Executives, Service Manager and a team of parts and technicians. Building new & managing existing key stakeholder relationships at Branch level WITH the objective of enabling sales & financial target achievement for the Branch and developing potential for future WITHIN the limits of overall business strategy & plan derived for branch goals.

Span of Control

Reportees: 30 (including both direct and indirect reportees)

Education

• MBA/Commerce/Engineer (Mechanical)

Experience

• 12-15 yrs. (including experience in Aftermarket)

Business Understanding

• Understanding a broad perspective of USPs of Customized Solution and its commercial advantages also competitors
• P&L understanding at Branch level 
• Expert understanding- Transport economy calculation
• Expert understanding- Key Account Management
• Understanding of Mining Scenario & commercials
• A comprehensive view of AM offerings
• People Management
• Retail Excellence 
• Uptime Excellence

Area of Responsibility

Eicher Truck, Bus Sales and Aftermarket

STRATEGY MAKING & ENABLING TEAM FOR EXECUTION-

Ensure complete mapping of Branch with different applications relevant to Solution. Lead Sales Managers and Sales Executives to maximize on prospecting and effective pitching of product, supporting them to extract better terms of sales. Ensure various Sales parameter achievement at Branch level (Sales volume, Udaan Adherence, EMS, Price realization, etc.).Chart out & drive action plan basis customer satisfaction surveys. Engage with Financiers to help us towards the smooth handling of financing arrangements for the customer. Secure required support & approvals from Head of sales and other HQ stakeholders to enable ASMs to execute the sale orders. Anticipating potential risk and making mitigating plans. Service business turnover.AM Business operations including dana adherence. Meeting Retex and DOS score In Order to meet Branch Sales, After-Market & financial target set by the organization.

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Business Development Activities

Leverage resources/Counterparts to get information, analysis and special offers/scheme to aid Business Development. Guide & Equip Sales Executives with right tools & information for effective mapping of the complete segment, application & finding potential prospects for sales. Enable Sales Executives in developing new contacts with potential players entering new industries; develop a team for effective negotiation to get better terms of sale. Aftermarket.Better service TAT. Responsiveness and EOS adherence.Competency building.DOS process.Retail excellence In Order to enhance the Volvo Eicher brand image with respect to the target audience in the region.

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Customer engagement and process adherence

Quarterly mapping of Key customers in the area and working with them on sales.Plan and secure budget for various customer engagement plans for both in sales and aftermarket. Process adherence: Hold the team accountable. Understand the information needs of HO. Ensure ASMs adhere to process and timelines as required by HO. Guide them on the process of Reports, presentation, tender updates, DEMO trial results, customer voice, and other important information’s needs to be submitted. Within stipulated time. In Order to ensure a high degree of customer satisfaction and expand key accounts business.

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Expanding Market share and improve price realization

Develop a complete understanding of the financials at the branch level. Develop a complete understanding of the Market and its addressable TIV in both sales and aftermarket. Developing capabilities of DSE’s and Works Managers so that they understand customer requirements well & provide solutions in line. Guide team with knowledge to extract, monitor and manage PRF across deals to achieve the COCO target. In Order to expand/ maintain market share of Volvo Eicher in assigned COCO area of operation.

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People Management

Manage team performance by. Identify the competency gaps and facilitating the competence development of both sales and aftermarket teams. Administration of performance management process.Engaging & retaining talent.Driving Values & VGAS action plans. Making hiring decisions for any requirement in the COCO. In Order to develop a capable and motivated team of professionals.