Territory Sales Manager

Location : PAN INDIA

Achieving sales target for a specified territory, adherence to MSIL SOPs by dealerships, improving operational efficiencies of dealerships.

New Car Sales:
• Directly responsible for achieving model-wise new car sales volume targets
• Enquiry generation by planning events, implement Dealers ads and sales promotion activities using digital medium.
• Monitor the inquiry generation thru various sources and drive improvements in conversion ratios which thus increases the pipe line.
• Monitoring competition growth and marketing plans
• Increasing MSIL market share in the territory. Drive volumes and target achievement (segment wise and product wise) through network and sales team and hence achieve targeted Market share for each segment
• Support Brand & Marketing activities in his territory / BTL /ATL Plan and execution towards the results and review mechanism by weekly PDCA
• Monitoring manpower productivity & ensure hygiene factors like training, test drives happen at dealerships
• Ensure periodic (Monthly & quarterly)sales projection - dealer wise / model wise for the territory using seasonality /market trends / pipelines etc.
• Pipe line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets

Dealer Management:
• Has overall responsibility of managing & monitoring dealers' sales performance on various sales and sales support parameters. Like providing feedback on utilization of funds, review, guide dealership in planning and growth/infrastructure of outlet and ensuring Dealership profitability
• Facilitate in planning of Dealers growth activities by conducting Sales road shows, help & plan with Dealers Sales GM-monthly sales target & review the same, monitoring of Dealers Sales incentive scheme
• Responsible for recruiting & guiding dealer's staff, monitor review their work for defined levels of performance and ensure high motivational level in team
• POS planning & forecasting
• Timely Submission and coordination with regional finance team in settlement of dealer claims.
• Work closely with dealership to improve profitability - Adherence on infringement policy with in the dealers to improve dealer retention& profitability
• Coordination with logistics department for timely billing and dispatches to avoid delay in deliveries.
• Timely submission of claims and follow up so that the money gets credited within least possible time.

Sales Support Activities:
• To handle sales support activities like M-Insurance, M-Finance, True Value, MGA (Maruti Genuine Accessories)-monitor target achievement
• Facilitating MGA Sales, SSI, MIMF, exchange sales, auto-card and extended warranty
• Monitor SSI-focus on specifics such as Vehicle delivery process, time taken and quality of response to customers
• Ensuring smooth first contact, need analysis of vehicle required, quick & suitable financing options
• Handling customer complaint resolution, monitoring customer satisfaction parameters i.e. CDI etc

MSIL Policies & Procedures:
• Ensuring adherence to MSIL policies, systems & processes like Implementing Sales Operation standards at dealership, DMS coordination, conducting BSC audits implementation of DMS, financial audits, monitoring working capital requirements / gaps
• Working within the assigned budget
• Improving RO/dealer systems & processes / SOP implementation

Market Intelligence:
• Ensuring through regular customer feedback capturing of product & services
• Track competition activities, sales trends, consumer schemes and dealer incentive programs in order to stay competitive in the field actions