Head - Sales & Marketing - Spare Parts Business

Head - Sales & Marketing

Key Metrics:

• P&L Ownership of the 1000+ crs domestic spare parts Business.

• Responsible for Marketing, Sales, Product Management, Operations and Sourcing for the business.

• Handle team strength of over 50 people.

• Manage key distributor accounts and relationships critical for the businesss success.

- Manage overall customer satisfaction in terms of availability, product, pricing and responsiveness.

Roles & Responsibilities:

Marketing:

• Responsible for range expansion of current products.

• Responsible for new product introductions.

- Responsible for Pricing and product positioning in market.

• Responsible for Packaging design and implementation.

- Responsible for Product analytics and budgeting.

Sales:

• Responsible for growing the spare parts revenue by market, by product, by distributor every month, quarter and year.

• Responsible for the achievement of sales targets and budgets defined for the month/qtr/year.

• Periodic reviews with distributor and internal field sales teams by product, territory and region.

• Responsible for the field sales teams to conduct sales campaigns systematically based on a calendar.

• Responsible for understanding and countering competing brands and their strategies.

- Responsible for maintaining market share in existing products and growing MS% in new products.

Operations, Sourcing & Demand Planning:

• Effective planning of materials and stocks across our warehouses to ensure availability.

• Demand forecasting and sales planning to provide visibility to plants and warehouses.

• Reviews service levels, inventory status and other warehouse metrics and implementation status.

• Finalize transport and logistics tie-ups and monitor delivery KPIs to ensure on-time availability.

• Working with external vendors in cases where the products are outsourced.

- Responsible for procurement at optimal prices linked to base commodities to minimize costs.

Digital & Analytics:

• Creating and monitoring digital dashboards to track sales, stocks, product, market, availability etc.

• Continuous Business analysis to identify and double down on critical focus areas for the business.

• Overlaying market data on our data to understand our market position and lag aspects.

• Ensuring our digital catalogues and databases are updated for customer consumption.

- Establish relevant reporting mechanisms to ensure data is well captured, collated and analyzed for making necessary decisions department and management.

Budget:

- Finalize the manpower, capital and revenue budget for the business based on reviews of activity levels, proposed growth plans and requirements and submit proposals for management approvals.

People Responsibilities:

• Mentor and Coach teams to ensure motivation levels are high (particularly on the field).

• Plan for manpower for current/future needs for the department.

• Provides inputs and feedback to individuals to help support their development and improve performance.

• Most importantly, good coordination and teamwork with Service and Manufacturing units.

- Problem solving and decision making to ensure all teams come together to deliver for success.

Educational Qualification:

- Bachelors in Engineering (Mechanical / Automobile).

Desirable:

- Post Graduate Diploma in Management.

Experience:

• Minimum 15-20 years of experience in marketing and sales.

- Should have proven leadership capabilities so as to manage a team effectively.