Address ROLE DESCRIPTION ` ROLE TITLE: Territory Leader – Sales & Service REPORTS TO: Senior Regional Manager LOCATION: DATE: 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 SCOPE: DIRECT REPORTEES TOTAL MANPOWER SPAN (Function): 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 handling and increasing share of business • Sales Plan and Budgeted Value achievement • New product sale and feedback given to customer about the performance 2.Customer Service: • Has to give customer service and claim tyre dispositions. Right products to be suggested to customer as per applications. • Product Tracking of own as well as competition companies to be done 3.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 4.Dealer/Customer Management: • Manage relationships with dealers, 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 5.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 Position holder Internal customers External customers External partners ROLE DESCRIPTION ` • Monitor customer preferences to determine focus of sales efforts 6.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. 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.) Capability What it is Valuing People • People Development • Team and Morale • Managing Self & Others • Fairness & Dignity Builds an empowering culture, team synergies, and a learning environment. Develops talent. Creates space for subordinates to work creatively. Recognizes individual performance, encourages collaboration. Creates and deploys fair policies. Ensures workplace dignity. Result Orientation • Effective decision making • Managing innovation • Accountability • Drive for Results • Initiative and enterprise • Effective Communication Sets up systems for achieving business results. Ensures that individuals and teams deliver and are accountable. Combines resources to deliver greater value. Creates a sense of urgency. Rewards initiative and enterprise. Ensures effective communication for business results. Process Orientation • Appreciation of and respect for processes • Demonstration of Technical and Functional excellence • Delivery through robust to processes Creates and manages processes for timely and consistent delivery. Fosters technical and functional excellence in core business processes. Creates buy in and respect for processes within teams. ROLE DESCRIPTION ` ......................................... ......................................... DEPT. HEAD FUNCTION HEAD Business Focus • Strategic capability • Business acumen • Alignment orientation • Customer centricity • Managing Innovation Engages teams to strive towards business purpose and strategic goals. Ensures utilization of resources for maximum impact. Balances between operations and strategy. Ensures customer centricity throughout the value chain. Encourages “out of the box” thinking and systematic innovation. Openness • Transparency in dealings • Living up to commitments • Willingness to confront Makes fair commitments and honors promises made to stakeholders. Displays custodianship of the company’s policies, ensures transparency in dealings .Builds capability for open and healthy confrontation. 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 26-30 yrs QUALIFICATION MBA EXPERIENCE 2-5 yrs exposure to distribution sales/marketing SPECIAL REQUIREMENTS (IF ANY) ESSENTIAL Must have experience in Channel management DESIRABLE Tyres Industr
