Channel Sales Manager

HD Sales & Market Share targets

> Customer Profiling of assigned territo

ry> Create and ensure adhenece of DSE wise Sales Pl

an> Coordinate with financers to esnure fund availability to custome

rs> Ensure higher contribution from Vaule Trucks in the sales m

ix> Organize customer connect even

ts> Training of dealer sales te

am5

0%Quantitative Measures- Market Share, Volme Target Achieveme

ntValue Trucks contributi

onNPI sa

lePrice Realizati

onCustomer engagement and process adheren

ce
Customer engagem

ent: Plan and secure budget for various customer engagement plans for the Re

gion Review the action plans & progress on plans prepared for customer engagement by

ASM Engage with critical customers & Stakeholders to increase engagement and monitor clo

sure
Process adher

ence:a) JCP Tracker followup of

DSEsb) Ensure Daily Huddle & Participate in Weekly H

uddlec) JCP Tracker -

Selfd) Activity Planning, Execution and Review (including Capitalized vehicles Utliza

tion)f) Joint Sales and Service Visits g) P-T

ere

x
30%No of new customers added. % contribution of new customers in total bus

iness.Adherence to 30,60,90 p

rocessP

-terexNo. of Acti

vitiesBusiness Development Activ

ities.
a) Dealer Led Sales - Un assist

ed Salesb) On Job Sales Coaching to DSEs / DSMs (7 Stage Sales

Process)c) Training Compliance of DSEs / DSMs d) VIP

to Salesf) Driving BPS/Segmentation methodology in dea

lershipsg) Testimonials Collection process by dealers, after satisfying c

ustomersh) DSE produ

cti

vity10%> Process adherence report from Udaan/Pipelin

e report> No of trainings atte

nded, CI> % Adherence on VIP

Delivery> No of issues closed, Dealer Satisfacti

on Index> Segment sale

s target> No. of testimonials collected ( Both video and

written)> Productivity Ind

ex (nos)Customer issues re

solution
a) Issues to be Captured in RO War R

oom weeklyb) Issues to be followed f

or

closure10%a) No. of issues to be captured in R

O War Roomb) No. of Issues to be followed for closure with