Regional Sales Manager

Krehsst Recruitment Solutions
  • Kolkata
  • 10-15 lakh
  • 9-14 years
  • 15 Jul 2016

  • Sales/ Business Development/ Account Management

  • Automobile/ Auto Components
Job Description


To understand the external and internal business environment for identifying the key deliverables for the Region and allocate responsibilities to the team to ensure achievement of the same and to create and maintain a profitable channel in the Region

KEY THRUST AREAS: (Principal Accountabilities)

Sales Plan Formulation
Channel Management
Customer Relation Management
Spare Parts Management
Supply Chain Management
Budget Management
Team Development
MIS Report Generation


Sales Plan Formulation

Understand the external and internal business environment, seasonal buying trends and market penetration and thus, forecast the key deliverables for the Region.

Identify the key focus areas for the Region and allocate responsibilities to the team to ensure achievement of the same.

Ensure the formulation of the Regional strategy for meeting up various set business targets - CSI, sales volumes, market share.

Plan the promotional activities for the Regions to increase the awareness among the customer and finally contribute to sales volume.

Institutionalize the effective systems for enquiry, cash, institution sales and retail finance ratio.

Well informed about financial and sales taxation Instruments (Form C) for creation of Regional strategy that ensure high profit margin.

Keep abreast with new publications/periodicals/books to understand the modern sales culture.

Coordinate with the Marketing department in planning the marketing strategy for the Region.

Performance Measure Sales Volume v Presence across the product segments v Institution sales Market Share Retail Finance CSI Marketing strategy (Qualitative Assessment)

Channel Management

Ensure the resignation and termination of channel partners through a legal process for non-adoption of the organizational policies and processes or for adoption of malpractices along with CBD. Ensure the tracking of the competitors network or unrepresented area to seek the future opportunity in the network expansion.

Ascertain the channel partners financial health is sound to meet up the working capital requirements and ensure the viability of the channel partner in long run.

Ensure the adoption of CI norms at the workshop for infrastructure improvement and hence creating an effective and profitable network.

Constantly strive to improve performance and delivery of existing network partners through guidance and reviews.

Coordinate with RMs, Regional Service Manager and Training Centre to ensure the training requirements of manpower at channel partner is addressed.

Performance Measure: Number of Dealers (added & activated) Infrastructure Improvement (Qualitative Assessment) % of manpower trained

Customer Satisfaction Management and Measurement (CSMM)

Analyze the CSI score and plan and implement the activities across the Region for the improvement of the score.

Ensure Regional workshop infrastructure to be in compliance with CI norms for providing a delightful experience to the customer.

Ensure the occurrence of customer contact programs to ensure the better visibility and reach among customers.

Infrastructure Improvement (Qualitative Assessment)

Customer Complaint Redressal System.

Analyze the customer and channel partners complaints and ensure corrective and preventive measure taken for the quick redressal of the complaints.

Ensure support system to the field team across the Region for the resolution of any critical customer complaint.

Achieve regular and smooth flow of feedback from the Region about the product, customer and market to the relevant internal departments.

Spare Parts Management

Ensure the regular orders and funds from dealers for maintaining the adequate inventory level for reducing the VOR through Regional Service Managers/RMs

Ensure the timely feedback on the supply ratio in coordination with Regional Service Manager

Financial Management

Assure the optimized usage of the budget for the office expense per month and btl cost per vehicle for effective cost handling.

Ensure the timely payment collection and dealers claims settlement across the Region.

Supply Chain Management

Coordinate with Sales Planning/Logistics department regarding the product requirements (model and color wise, based on the trend as well as the market requirement) as per the sales plan for timely delivery.

Institutionalize the continuous feedback channel with the logistics department for the timely transit damages rectification.

Team Building And development

Ensure building a team of highly engaged and motivated employees and network partners for meeting up the sales targets.

Assess the training needs of the sales team and thus build a training calendar for addressing those needs.

Constantly strive to improve performance and delivery of subordinates through regular guidance, reviews and meets.

MIS Report Generation

Generate MIS report for tracking the monthly progress of the Region.

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About Organisation

Krehsst Recruitment Solutions