AddressJob Description
Organisation: VECV
Level: Manager/Sr. Manager
Function: Titan - Sales & Marketing
Position: Regional Sales Manager - Titan
Supervisor's Position: National Sales Manager - Titan
Purpose of the Role
The position exists in order to partner with dealerships to drive volumes and market share for TITAN Trucks in a respective region. 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: 4-5
Indirect reportees: 0
Education
Engineering Graduate (B.Tech) (10+2+3 years) and/or MBA with 60% or above in all exams
Experience
- Commercial Vehicles
Business Understanding
- Understanding customer business and offering relevant solution
- Manpower deployment and execution
- Expert understanding- Transport economy calculation
- Expert understanding- Key Account Management.
- Understanding commercial scenario for this pro3000 category
- Comprehensive view of Aftermarket offerings for this segment.
- People Management & Dealership Management
Area of Responsibility
1. Planning & Execution
- Understand prospective application requirements; focus segments as per TITAN GTM strategy; understanding and execution of strategy related to EV charging infra
- Identify suitable product offerings
- Explain product features and benefits to prospective customers
- Finalize terms of sale as per authorization limits
- Support customer in securing product finance ;
In order to meet customer requirements and achieve Business plan Sales targets for the region
2. Business Development
- Mapping the Area extensively to right prospects for all TITAN fuel lines and focus applications
- Explore potential buyers entering in segments and other related transportation business
- Value Proposition Discussion-explain product features and benefits to prospective customers
In order to meet targets of region of new customer addition which is important from organizational perspective.
3. Customer Engagement & Process Adherence
- Understand the Customer pulse,
- Quarterly mapping of major customers in the area and working with them in different fronts, i.e. joint meeting with aftermarket to resolve the service issues
- Work with respective counter parts for site improvement along with their mining team
- Involvement in tendering process for future work with their management team.
- Diligent follow ups & closure on MOMs
- Understand information needs of region.
- Reports, presentation DEMO, LIVE trial results, customer voice and other important information’s needs to be submitted in stipulated time.
- Customer satisfaction and faster resolution of issues and disputes to have cordial customer relationship in the region
- Process adherence is aimed at uniform experience for customer as well and timely delivery in the region
In order to increase customer engagement leading to repeat sales
4. Successful TITAN introduction and ramp up as per plan at targeted Price Realization
- Develop complete understanding of area of operation and its potential TIV.
- Maintaining network in market with financiers, manufacturers and customer influencers to expand/ maintain market share
- Understanding of customer requirements well and recommending solutions in line with Business focus
- Analysis data and negotiating well to realize better price.
- Phase wise-fuel wise TITAN launch and ramp up at targeted price realization
- Maintain market share as per set defined targets.
- Maintain price levels as required
In order to meet the Business plan targets
5. 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 team both internal & external
- Administration of performance management process
- Engaging & retaining talent
Collaborating with other RSMs and Corporates counterparts in HO for enable business target achievement for the Region.
In order to:
Develop team for the next role and get the maximum output from the team.
