Purpose of the position The role is responsible for achieving sales targets of Spare Parts to Government Authorities including State Transportation Units through Dealer Network. It involves working closely with all stakeholders to managing relationships, drive revenue generation and ensuring high customer satisfaction.
Job Responsibility 1 Planning and Execution
Review monthly sales plans for Institutional Sales and accordingly set targets and develop execution plans for team to achieve
Develop and grow the Institutional business of STU and Government organizations by providing high levels of customer engagement and generating sales volumes
Drive demand and revenue initiatives of financial schemes, dealer and customer meets, warranty cost management to achieve profitability targets
Review the effective roll out of systems, processes and standards ensuring it meets the regulatory requirements
Drive efficient supply chain practices to meet the demand of government authorities
Understand and improve aftermarket sales, product positioning and marketing for institution business
Develop after sales processes and infrastructure to ensure customer demands are satisfied on time.
Develop a deep understanding of the market and competition and use insights to drive strategies to counter competition activity for sales of spare parts in the region 2 Financial Management
Monitor the financial health of dealers including payments and inventory levels. Coordination with customers for timely payments to dealers to ensure the financial stability of the dealer.
Ensure participation in government & STUs tenders, and work with internal teams submit tenders in a timely and accurate manner 3 Relationship Management
Work collaboratively with government authorities to understand their issues and be an integral part in providing solutions
Drive new initiatives, schemes, and meeting with authorities and dealers. 4 People Management
Drive strong communication between teams to facilitate exchange of information and in order to implement change and improvements
Set department objectives and monitor ongoing progress and performance
Education
MBA
Work Experience
Skills
1. Sales and Marketing Skills 2. Interpersonal 3. Relationship building skills 4. Negotiation Skills 5. Influencing Skills
Relevant Experience : 1. 10 years 2. Experience in Automobile Industry 3. Product and Channel Management Knowledge
Tata Motors Leadership Competencies
Customer Centricity - Anticipating, understanding and focusing efforts on meeting the customer (stakeholders) needs or expectations
Developing Self and Others - Recognizing continuous development is essential for success and taking steps to develop self and helping others to excel
Driving Execution - Translating strategy into action and execution
Leading by Example - Encouraging and following ethical standards
Leading Change - Recognizing the need for change, initiating and adapting to change
Motivating Self and Others - Inspiring teams and individuals
Functional Competencies
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