Territory Sales Manager

Purpose of the Role

The role is responsible for driving sales of vehicles through sales volumes and market share and ensuring enhancing customer engagement in the assigned territory. It involves actively managing dealer relationships & driving demand, developing new business and achieving the territory sales targets.

Job Responsibility

1. Sales Planning:

Drives sales in the specified territory for a particular product line ensuring volume sales, market share growth and enhanced customer engagement in assigned territory

Plan and conduct monthly target setting including marketing activations at the dealerships in line with forecast/ estimated TIV and sales volume for the assigned territory

Coordinate with various partners and internal teams to drive customer engagement & sales. Plan and execute monthly activations and provide the necessary support to drive effectiveness while measuring outcomes of activities conducted

• Ensure monthly and annual targets to be achieved in terms of retail sales and customer satisfaction levels as per Sales & Marketing plan.
• Support state product manager in the conversion of mid-to-big sized deals when needed
• Drive the conversion of C4T customers with assigned dealership into Tata Motors fold
• Drive sales and share of business with key accounts customers
• Drive value added sales in the assigned territory and seek support from sales teams on need basis

2. Review and Execution:

• Conduct sales execution meeting on a monthly basis with dealers sales representatives and sales team to monitor performance and to set future action plan
• Execute dealer wise and outlet wise performance to monitor sales pipeline and deploy action plan to different territories based on performance and potential
• Review and monitor MIS of the following: Volume, Market Share, Activity Report, Retail tracker, C4T list and pipeline DSE
• Ensure the execute of distribution of dealership target DSE wise and Micro Market wise
• Provide product wise indent to RSMs as per the agreed schedule

Capture and review market intelligence through multiple sources, including voice of customer on product/services and regulatory requirements. Explore potential white spaces due to emerging customer expectations

• Review and monitor dealers inventory and ensure that it stays at optimum level through proper forecasting
• Provide inputs on existing product improvements/ development of new products and variants to create differentiation in the market
• Work closely with state product managers to share market intelligence about the product on regular basis

3. Financial Management:

Monitor liquidation of stock at assigned dealerships to ensure timely payment by financiers and channelling of funds back into the system

4. People Management:

• Drive manpower, infrastructure and processes at dealerships as per TML norms
• Execute trainings for dealer sales team on pre-sales & sales processes, new product features / modifications etc.
• Stakeholder Profiles & Nature of Interactions

Internal:

• State Product Manager (Product Line), State Head
• Update and seek support on sales and market share growth
• Provide support, if and when necessary, in conversion of mid-to-big sized deals
• Regional Sales Managers
• Product, targeting setting for self and dealership, ATL activities
• Regional Head SNM/ SNM Manager
• Drive Manpower, infrastructure and processes at dealerships
• Regional Head RCFI/ RCFI Manager
• Ensure finance availability to dealers and customers

Skills & Competencies

• Product Knowledge
• Analytical Skills
• Interpersonal Skills
• Communication Skills