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Head - Sales

Date: 08-Jun-2022

Location: Mumbai, IN

Company: VE Commercial Vehicles Limited

Job Description

Role: Head - Sales

Division: VTI

Function: VTI Sales

Reporting into: Business Head

Level: DGM/Head


Purpose of the Role

This position exists in order to establish available Solutions in a specified segment in the country, by creating strategy and leading the sales and support team for sales, while building new & managing existing key stakeholder relationships with the objective of enabling sales & financial target achievement for the division and developing potential for future within the limits of overall business strategy & plan derived for construction vertical.

Span of Control

Direct Reports: 20 
Indirect Reports: 20
Number of Contract Employees 


Minimum Requirements:

BE / B Tech, MBA (Desirable) 


Relevant Experience of 11 - 15 years

Business Understanding

  • Understanding of specific segment business and the transport needs of the segment like Road construction, Application Engg requirement for the projects. 
  • Marketing activities and Market development needs and comprehensive view on the positioning of the products in the targeted segments.
  • Strategy Preparation
  • Macro-Economic and market trends
  • Financial working of CV industry
  • The Financial organization, and customers 

Area of Responsibility

Business Planning 

STRATEGY & BUSINESS PLANNING Establishes sales objectives by forecasting and developing annual sales BP the respective vertical by working closely with counterparts in other sales verticals, Aftermarket and organizational teams under the guidance of the Business Head. Help teams with targets by projecting expected sales volume and key financial parameters for existing and new products. Provide direction on sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. Keep track of global and national commercial and economic trends to leverage market potential and align plans. Identify risks and prepare mitigating plans to secure the business.


Branding & Marketing 

Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks participating in professional societies. Strategically leverage Brand and  MARCOM to enhance product positioning in the market and target new/key prospect creation. Represent the company at various international and national forums to create awareness of new launches. Direct and lead specific customer events as per the vertical requirement, Product development and positioning, Price management.


Volvo Truck Sales

SETTING THE AGENDA, GUIDING AND REVIEWING Work closely with the team to ensure the availability of the right products as per the demand. Devise targets for the team to leverage the market potential and achieve set sales and financial targets for long term business. Enable the achievement of BP targets by clearing the path for the team by securing required support from Business Head and relevant authorities. Coach team to maximize on prospecting and effective pitching of product, supporting them to extract better terms of sales. Review & Drive various Sales parameter achievement at org level (PRF/Penetration/Product & Customer mix etc). Engage with Financiers to build support for long term business as well as supporting a team with key projects that may need support. Enable team in developing new contacts with potential players entering the market; develop the team for effective negotiation to get better terms of sale. Liaoning with cross-functional teams to enable execution for RSMs. In order to meet Sales & financial targets set by the organization. 


Customer Engagement & Process Adherence

TO BUILD & LEAD CUSTOMER ENGAGEMENT: Engage with critical customers & Stakeholders to increase engagement and monitor closures to build the culture within the team. Plan and allocate budget for various customer engagement plans for the Regions. Review the action plans & progress on plans prepared for customer engagement by RSMs. Guide team on customer satisfaction surveys and action planning. TO BUILD CULTURE OF PROCESS ADHERENCE Hold teams accountable and guide them for successful integration of new technologies, processes and drive efficiencies using that. In order to achieve Improve customer experience and satisfaction, Process adherence is aimed at removing personal biases, timely delivery, and uniform experience. 


Expanding Market share and improve price realization

Help the team develops a complete understanding of the financials at an org level. The help team develops a complete understanding of the Regional Market and its addressable TIV. Developing capabilities of RSMs so that they understand customer requirements well & provide solutions in line through their teams. Guide team with knowledge to extract better PRF. Monitor and manage PRF across deals to achieve business targets. Influence key deals to ensure PRF achievement to demonstrate ways of working for the team. In order to Maintain market share & PRF for org as per BP.


People Management 

People Management Help team enhance performance and coach them to tap their potential by setting the agenda and direction for the function. Ensuring induction of right talent in the team. Ensuring the right job allocation to the members to leverage their competencies and experience. Building a culture of high performance and driving VGAS survey and action planning for the function. Identify the competency gaps and direct competence development of the team by partnering with HR. Administration of performance management process Engaging & retaining talent by continual dialogue. Collaborating with counterparts and parent org team enable business target achievement for the function.


Quantitative Measures- 

  • VEGAS Survey Score 
  • Facilitating IDP execution for a team (Individual Development Plan)
  • Succession planning
  • Ring-fencing HiPo & critical role holders

Qualitative Measures- 

  • Stakeholder feedback