Marketing Finance Specialist

AREAS OF RESPONSIBILITY

Header

Definition

IN ORDER TO, what results

PERCENTAGE TIME SPENT on each AOR

MEASUREMENT CRITERIA

Quantitative

Qualitative

1

Finance availability

Branch level activation of Tie-up financiers for funding Eicher HD truck range in command area

Ensuring at par funding on net transaction price for fundable customers

20%

Activation of financiers in terms of:

No. of financiers

Customer profile

Vehicle segment

Location

Financier type

2

Finance conversion

Rolling out incentive and subvention schemes for financiers to promote faster conversion of deals

Organising DSEs training on credit norms of various Tie-up financiers to ensure right profiles are logged in with right financiers

Regular review of pipeline data along with sales team to ensure conversion of deals within agreed TAT with financiers

Minimising loss due to finance through regular interventions

20%

Conversion ratio as per system data

Lost due to finance % as per system data

3

Confidence building measures

Organising joint activities with financiers to promote lead sharing and conversion

Organising regular meetings of financiers with sales teams and dealers to strengthen relationships

Initiating confidence building measures like plant visits for target financiers

Regular reviewing of Eicher portfolio in financiers books

Helping financiers with remarketing and liquidation of repo trucks & buses

20%

Engagement activities with financiers

Plant visits

Portfolio review

4

Zone / Region specific initiatives

To initiate and carry out activities to fulfil zonal / regional business priorities

20%

To be decided / allocated basis region / zone priority

5

Inventory Funding availability

Facilitating activation of IF limits through Tie-up financiers

Helping dealers with renewals and enhancements of IF limits

Regular review of IF limits as per BP sign-off between sales team and dealers

10%

No. of IF financiers

% of dealers having IF limits as per BP

IF limits management - enhancements, renewals etc

6

LMD & Bus funding

Ensuring funding availability for Eicher LMD and Bus range at par with competition

10%

At Par funding availability