Address ` ROLE TITLE: Regional Manager – Sales & Service REPORTS TO: Senior Regional Manager LOCATION: Mumbai JOB PURPOSE: Monitor sales activities in the assigned regions and ensure that sales and services are improved in the division and capability of team enhanced DIMENSIONS: KEY RESPONSIBILITIES: 1.Sales Planning: • Dealer/ Distributor Channel Management and expansion plan. Revenue generation through day to day sales follow up. Demand generation meeting the customer and arising their needs • Key customer/ OE business handling and increasing share of business • Sales Plan and Budgeted Value achievement • New product sale and feedback given to customer about the performance 2.Supply Chain Management: • predict customer demand and meet requirements within optimum time period • Forecast product supply and judiciously take orders across the range of tyre products 3.Dealer/Customer Management: • Manage relationships with dealers, End user Customer (big fleet , Over Burden Party, Institution customer), Creating demand and follow up for Enquiries, implement cost effective revenue models and meet demand targets. • Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase, and ensuring after sales service. • Meeting OEM and resolution of OE Complain. 4.Business Development: • Implement customer centric activities such as marketing and promotional initiatives that are aimed at increasing the business proposition for CEAT in the region • Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications • Monitor customer preferences to determine focus of sales efforts 5.Sales Collection: Collection of sales receivables as per target and effective follow up on dues 6. Market Share: to gain market shares in the respective zone as per companies objectives. Position holder Internal customers External customers External partners ROLE DESCRIPTION ` ......................................... ......................................... DEPT. HEAD FUNCTION HEAD FUNCTIONAL COMPETENCIES • Business Acumen (Advanced) (Ability to analyze environment/competition and forecast trends, identify opportunities & design sales strategies to one's advantage) • Selling Skills (Capable) ( ability to open a sales call, seek information on customer needs , handle objection , provide solutions & close sales call) • Relationship Management (Advanced) ( ability to develop & sustain business relationship to one's advantage) • Channel Management (Advanced) (ability to identify, manage, leverage & optimize various distribution channels to derive maximum value out of the process) • Sales Process Management (Master) (Proficiency in managing sales systems & processes, PJP, merchandise planning, sales MIS and reporting.) Proficiency Levels for Competencies:- Basic- elementary understanding & familiarity Foundational- ability to apply knowledge in certain areas Capable- solid understanding and ability to apply knowledge in most areas Advanced- Thorough in-depth understanding Master- Advisory Expert in subject knowledge PREFERRED AGE 27-34 yrs QUALIFICATION Graduate; MBA (Mandatory) EXPERIENCE 5-7 yrs exposure to sales/marketing SPECIAL REQUIREMENTS (IF ANY) ESSENTIAL Must have experience in Channel management DESIRABLE FMCG, Lubricants, Paints experience
