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Job Discription
– Map the current market situation, benchmark with competition to identify product/service gaps
Design and implement strategies to:
a) Increase sales across brands
b) enhance penetration in low market share geographies
c) increase LIC (light industrial coatings) and CT (commercial transport) business sales
– Ensure micro sales planning and facilitate forecasting for all brands
– Meet sales targets for paint products (value/volume based)
– Meet sales targets for adjacencies (value/volume based)
– Ensure timely collection of receivables and maintain collection efficiency index at the desired level
– Ensure range selling and channel balancing
– Ensure achievement of purchase targets of bodyshops as per legal agreement
– by assessing the right potential
– by eliminating product leakages
– Ensure proper product placement to ensure growth in market share
– Negotiate and sign agreements with body shops,
– Win new bodyshops and dealers
– Retain existing customers (bodyshops/dealers),
– Engage in network expansion and channel management
– Develop few reference / ideal body shops in their territory
– Provide inputs in planning the marketing of new products / branding requirements and facilitate execution in the field
– Facilitate designing of schemes for brands and ensure the control on the scheme spend
Body shops:
– Ensure timely delivery of goods/services to the customers
– Ensure speedy resolution of customer complaint in coordination with internal teams (eg. EFF, trainers)
– Liaison with OE regional service team, share bodyshop development case studies and secure their preferential recommendations on service grounds
Dealers:
– Visit and interact with dealers on a frequent basis to maintain relationship
– Ensure dealers benefit from various schemes
Ensure customer engagement activities are conducted (eg. painter meets, dealer meets)
– Ensure credit notes are raised
Ensure periodic balance confirmation of dealers
– Provide timely MIS and its analysis to the management
Ensure proper body shop reporting
– Coach, guide and develop team members
– Set goals, appraise performance and provide timely feedback
Initiate and implement measures to create a sustainable growth culture covering the 3Cs and ethics, compliance and EHS
Positions reporting to this position/role:
– Sales Executives
– Sr. Sales Executives
– Area Sales Executive
– Area Manager
b) Range of no. of Direct/ Indirect Reports /Off Role
– Direct Reports (5-8)
– Indirect Report (5-7)
Major Challenges:
Retaining customers
Coaching sales team to meet their sales targets
Reorienting strategies for region depending on competitor moves, demand changes
Strategizing to penetrate low market share geographies
