Business Development Manager - Commercial Vehicle (Aftermarket)

Essential Duties And Responsibilities

Identify the business opportunity in the Commercial Vehicle segment by mapping the top VIO states, potential & MS

Primary Channel -

• Responsible for driving the budget for CV segment, top line & bottom-line.
• Analyze the white spots in the CV market for appointments of distributors or channel partners.
• Develop GTM strategies to increase range, introduce & establish new products in collaboration with product management.
• Formulate & design a trade/ sales policy to govern the AR-CV business with clear focus on achievement of plans/ budget & outlining the benefits to enhance the sales & output.

Secondary Channel -

• Accountable for increasing the reach in secondary while driving the productivity of MSRs.
• Collaborate with the sales team to increase active retailers in the top 10 states/ provinces.
• Lead training activity for MSRs & DSRs on the products & soft skills with clear focus on the knowledge sharing & enhancing productivity.

Tertiary Channel -

• Lead implementation of loyalty program on enrolment of mechanics with >50% active mechanic count.
• Implement marketing activities to generate demand across the secondary & tertiary channels.
• Prepare activity calendar – monthly/ quarterly/ half-early/ annual to conduct retailer, mechanic meets, participation in auto shows, trade fairs to gain brand visibility & demand for Gates products.

Keys to Success

• Focus on top hubs for appointment of right distributor in the right market.
• Onboarding of distributors as per SoP.
• Loyalty program implementation.
• Monitoring of mechanics enrolment.
• Tracking of mechanics redemption – Total registered mechanics vs active mechanics.
• Training to MSRs, DSRs & mechanics/ workshops as per training calendar.

Supervisory Responsibilities

The position reports to the Director-Automotive and work with him closely to ensure profitable growth is achieved.

Requirements And Preferred Skills

• Graduate / B.Tech / MBA in Marketing.
• 15-20 years of experience in the Commercial Vehicle segment.