Area Sales Manager

The Bajaj Group is amongst the top 10 business houses in India. Its footprint stretches over a wide range of industries, spanning automobiles (two-wheelers manufacturer and three-wheelers manufacturer), home appliances, lighting, iron and steel, insurance, travel, and finance. The groups flagship company, Bajaj Auto Ltd, is ranked as the leading three and two-wheeler manufacturer and the Bajaj brand is well-known across more than 70 countries.

Job Title: Area Sales Manager

Work Location: Kolkata WB, Lucknow UP, Ahmedabad GJ, Bhopal MP, Ranchi JH, Cochin KL

Job Responsibilities

Key Competencies

- Understanding of sales processes

- Dealership Management

- Product Knowledge - Market Intelligence

- Competition Tracking

- Network development

- Negotiation and Conflict Resolution

- Sales Training

- Local Activation

- BTL activations

- Marketing

Sales Vs. Targets:

- Achieving the sales targets through channel partners in the assigned region

- Increasing the market share for the assigned region by providing strategic directives - Involved in the preparation of Sales plan with Divisional Manager for setting sales targets for Sales executives by analyzing actual sales vs expected sales

- Updating market developments periodically to facilitate proactive steps to combat competition

- Analyzing market sales data and customer satisfaction data

- Drive volume and Market Share growth in all categories sold

Network Coverage:

- Identifying the network gaps & identify prospective dealers

- Managing the business by monitoring each dealership in terms of viability and profitability

- Identifying new towns for Expansion

Systems and Processes:

- Capturing ASM best practices and deploy them horizontally in concerned areas

- Timely Training to Dealers and dealer staff on Sales process, Product & CRM related activities

- Reporting on Dealer performance, Market Shares, Market information, Sales Forecast, Competitor Performance, RTO analysis, Application Matrix, Financier Matrix and Team Productivity

- Timely entering targets and achievements on internal platform (CDMS)

Manpower:

- Ensuring adequacy of manpower at channel partners

- Timely training of the Dealership Sales Manpower

BTL/Local Level Marketing:

- Initiate marketing programs/ BTL activities from time to time in the assigned region and monitor customer service to achieve sales objectives and customer satisfaction

Stock and Working Capital:

- Managing the funds flow to the dealerships and ensure optimization of working capital

- Stock planning & correction

Finance:

- Manage funds flow to the dealerships by way of coordinating with the Financiers

- Ensures smooth operation by tying up with Financiers for trade advances or Inventory Funding

- Continuous interaction with various financers (Including BAFL) to ensure retail finance at the dealerships

The above list is not exhaustive and could evolve with changing needs & priorities of the company

Key Result Areas

- Sales Vs Target

- Market share growth

- Adequacy of Network Coverage - Systems & Processes

- Finance

- Manpower

- Projects undertaken by the BU/ region for the quarter

- Local Level marketing and BTL activities