Area Sales Manager

Position Description: Area Sales Manager - Volvo

PURPOSE OF THE JOB

To grow the Volvo business in North Region comprising of multiple dealers in line with, or exceeding, the business plan, while ensuring high credit quality of acquisitions. The key focus of this job is to build and maintain robust working relationships with end-customers, dealers and OEM, to ensure a seamless delivery of the financing product and maintain effective communication with both customers and internal functional teams in Volvo Financial Services (VFS).

KEY RESPONSIBILITIES
• Develop, sustain, and build upon solid working relationships with customers, dealers, and OEM sales teams to ensure a strong, integrated process for executing the go-to-market strategy of VFS, resulting in effective customer acquisition.
• Interface directly with end customers, dealers, and OEM Sales teams in the allocated territory, negotiate deals and sell the financing products, while providing great customer experience.
Achieve or exceed Sales Volume, Market share, Penetration percentage and Profitability in the sales territory allocated.
• Undertake background research to gather information on the customer's business, segment, and financial situation to ensure that the originations are of high credit quality and to minimize the rejection ratio by the Credit team.
• Ensure timely processing of deals; coordinate effectively between the customer and the credit, operations, and finance teams in VFS for seamless service delivery to customers, dealers, and OEMs.
• Execute strategic sales plans and prepare action plans to achieve sales targets and high levels of dealer and customer satisfaction.
• Drive a high level of productivity, quality, and customer-service standards, have a solution-oriented approach, help complete audits and implement & manage change.
• Hire, train, and develop a team of sales executives & support staff.
• Plan and design promotional material jointly with the OEM as per market requirements and launch campaigns.
• Own the customer relationships throughout the contract life and manage early delinquencies, if any, proactively.
• Ensure compliance of all relevant process guidelines and documentation requirements.
• Identify and analyse market trends; be an effective medium for providing information on competitive intelligence to senior management and suggest new marketing initiatives for respective territories.
• Deliver point of sales training and provide guidance to dealers and OEM Sales team in all VFS products and offerings as and when required.
• Provide input to sales forecasts and supports periodical dealer reviews
• Have a direct responsibility to support collection of all accounts which turn delinquent (>30 DPD) within days of disbursement.
EDUCATION & PROFESSIONAL EXPERIENCE
• M.B.A. (Sales / Marketing) or its equivalent from a reputed Business School / University / Institute
• 10+ years of sales experience in a financial services or retail banking industry in India is a must.
• Strong knowledge of Commercial Vehicles and Construction Equipment finance industry in India. Sales experience in a captive finance company shall be an advantage.
• Sound knowledge of local market and customer base.
• Be a self-starter with demonstrable track record.
• Willingness to work and adapt to a fast growing & changing environment.
• Possesses strong customer relationship management skills and must be customer-centric
• Ability to work independently, learn quickly and be proactive.
• Ability to perform and work well under pressure; good analytical & troubleshooting skills.
• Must possess strong English communication skills – verbal and written. A good working knowledge of Hindi and proficiency in at least one local language relevant to the territory for which the candidate is being hired is a must.
COMPETENCIES & SKILLS
• Be presentable and be always an ambassador of VFS
• Solid domain knowledge of sales and marketing
• Strong analytical and interpretive skills
• Strong interpersonal skills, customer focus and strong ability to communicate
• Ability to work in a process driven organisation
Offer:
• Competitive compensation package
• Highly challenging and rewarding environment
• Ability to impact the business
• Great Place to Work Certified company
For the successful candidate in this role, there will be significant opportunities to grow scope of responsibilities within the company.

Volvo is an equal opportunity employer.

Travel
The successful candidate must be willing to travel extensively within assigned zone and in the rest of India or abroad, as required by the management