Channel Sales Manager - HD

Job Description

Role: Channel Sales Manager_Heavy Duty Trucks

Function: TBE- S&M - Heavy Duty - Truck

Location: Pan India

Reporting into: Area Sales Manager/ Regional Sales Manager

Purpose of the Role

This position is responsible for Heavy Duty trucks sales generation, ensuring dealer readiness on sales deliverables, customer connect, conducting BD activities, gathering competition info, training dealer sales team and sales of product inline with BPS approach within assigned market/ territory.

Span of Control

Direct Reports - 0

Indirect Reports - 0.

Number of Contract Employees Handled -1-2

Education

• B.E. /B. Tech preferred from a top tier institute
• 60% throughout academics (10th, 12th, B.E./B. Tech) is mandatory

Experience

• 2-5 years of work experience preferably in Sales.
• From Commercial Vehicles/Tractors/Tyres Industry.

Business Understanding

• Understanding broad perspective of USPs of ETB Solution and its commercial advantages also competitors: 
• Expert understanding- VLP
• Expert understanding- Key Account Management.
• Comprehensive view of AM offerings.
• People Management
• Negotiation Skills
• Operational Understanding – Channel Management
• Financial acumen- customer business and dealership

Area of Responsibility

HD Sales & Market Share targets

Customer Profiling of assigned territory, Create and ensure adhenece of DSE wise Sales Plan, Coordinate with financers to esnure fund availability to customers, Ensure higher contribution from Vaule Trucks in the sales mix, Organize customer connect events, Training of dealer sales team.

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Customer engagement and process adherence

Customer engagement: Plan and secure budget for various customer engagement plans for the Region, Review the action plans & progress on plans prepared for customer engagement by ASM Engage with critical customers & Stakeholders to increase engagement and monitor closure Process adherence: JCP Tracker followup of DSEs, Ensure Daily Huddle & Participate in Weekly Huddle, JCP Tracker - Self, Activity Planning, Execution and Review (including Capitalized vehicles Utlization), Joint Sales and Service Visits, P-Terex"

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Business Development Activities.

Dealer Led Sales - Un assisted Sales, On Job Sales Coaching to DSEs / DSMs (7 Stage Sales Process), Training Compliance of DSEs / DSMs, VIP Delivery, Resolution of dealer operational issues pertaining to Sales, Driving BPS/Segmentation methodology in dealerships, Testimonials Collection process by dealers, after satisfying customers, DSE productivity"

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Customer issues resolution

Issues to be Captured in RO War Room weekly. Issues to be followed for closure.