Territory Sales Manager (2W)

The person in this position acts as bridge between the Company and the Dealers. He helps the dealers to grow their business. He also implements company standards and policies at the dealerships and provides market information and dealer’s feedback to the Company.
Primary Responsibilities:

1) Connect with the customer
i) Implement CRM through post sale customer meets, referrals
ii) Understanding customer insight
2) Generate demad
i) Plan manpower for Demand generation , RF and RMP activities
ii) Train manpower on regular basis
iii) Plan various DG activities and implement effectively
iv) Explore SHG and otherways of DG
v) Maintain resale value at par or better than market leader
3) Enable finance
i) Prospect & activate local Tie-ups with Banks/NDFC/ Private financiers
ii) Implement effective recovery management process (RMP)
4) Expand network
i) Identify all potential markets
ii) Plan for productive effective network
iii) network planning based on market requirements, competition and appoint
5) Ensure dealer viability
i) ensure dealership standards (Corporate identity, DMS, MP, SE) by regualr audit
ii) Understand break even volumes for dealer
iii) Implement changes to improve ROI
6) Acquire market interlligence
i) Collect market information, competitor numbers, industry size
ii) information on permit status , govt regulations
iii) understand the finance matrix of competition, and pricing of competition
iv) cutomer insights of competition's customers
7) Manage relationships
i) Develop good relationship with various busniess partners like dealers, banks, NBFC, Consultants, private financiers, Self help group and govt officials
ii) Leverage the relationships with better negotiation and achieve win win
iii) Establish network with the unions and govt dept
iv) Liason with govt officials and SHG to understand the govt schmes and procedures in getting bulk orders
8) Analyse lost opportunities
i) Prepare leakage analysis
ii) Conversion analysis - Enquiry to booking to retail
9) Training
i)Train dealersalesmen on products , objection handling, acitivity management , installation, finance and RMP
10) Achieve weekly retail plan
i) Maintain appropriate stocks at dealership
ii) plan retail for month based on policy deployment and market potential