Territory Sales Manager (CMB)

Job Description:

TVS Motor Company is a reputed two and three-wheeler manufacturer globally, championing progress through Mobility with a focus on sustainability. Rooted in our 100-year legacy of Trust, Value, and Passion for Customers and Exactness, we take pride in making internationally aspirational products of the highest quality through innovative and sustainable processes. The Company was started in 1979 as the flagship brand of TVS Group, which was founded by T.V. Sundaram lyengar.  Under the persistence and diligent leadership of the Chairman Emeritus, Venu Srinivasan, the company has become the largest member of the TVS Group in terms of size and turnover. Prof Sir Ralf Dieter Speth, Chairman, TVS Motor Company and Sudarshan Venu, Managing Director, TVS Motor Company are forging a bright path for the future of the company. Today, TVS Motor is present in 80+ countries and has over 50million happy customers in India. The Company also has strong socially responsible focus and supports the Srinivasan Services Trust to carry out numerous sustainable initiatives to positively contribute to the lives of communities across regions. TVS Motor has four state-of-the-art manufacturing facilities at Hosur in Tamil Nadu, Mysore in Karnataka, Nalagarh in Himachal Pradesh and Karawang in Indonesia and is the first two-wheeler manufacturer in the world to be conferred with the prestigious Deming Prize for excellence in quality. Our products lead in their respective categories in the J.D. Power IQS and APEAL surveys for five years. We have been ranked No. 1 Company in the J.D. Power Customer Service Satisfaction Survey for consecutive four years. Our group company, Norton Motorcycles, based in the United Kingdom, is one of the most emotive motorcycle brands in the world. Our subsidiaries in the personal e-mobility space, Swiss E-Mobility Group (SEMG) and EGO Movement have a leading position in the e-bike market in Switzerland.

Website

http://www.tvsmotor.com

Purpose of the role:

 a) Achieve retail sales & market share for the territory
 b) Ensure customer satisfaction and dealership standards

Role Description:

1) Connect with the customer

            i) Implement CRM through post sale customer meets, referrals

            ii) Understanding customer insight                                             

2) Generate demand

            i) Plan manpower for Demand generation, RF and RMP activities

            ii) Train manpower on regular basis

            iii) Plan various DG activities and implement effectively

            iv) Explore SHG and other ways of DG

            v)  Maintain resale value at par or better than market leader                                           

3) Enable finance

            i) Prospect & activate local Tie-ups with Banks/NDFC/ Private financiers

            ii) Implement effective recovery management process (RMP)"                                        

4) Expand network

            i) Identify all potential markets

            ii) Plan for productive effective network

            iii) network planning based on market requirements, competition and appoint.                                   

5) Ensure dealer viability

            i) ensure dealership standards (Corporate identity, DMS, MP, SE) by regualr audit

            ii) Understand break even volumes for dealer

            iii) Implement changes to improve ROI                                      

6) Acquire market intelligence

            i) Collect market information, competitor numbers, industry size

            ii) information on permit status, govt regulations

            iii) understand the finance matrix of competition, and pricing of competition

            iv) customer insights of competition's customers                                    

7) Manage relationships

            i) Develop good relationship with various business partners like dealers, banks, NBFC, Consultants, private financiers, Self-help group and govt officials

            ii) Leverage the relationships with better negotiation and achieve win.

            iii) Establish network with the unions and govt dept

            iv) Liaison with govt officials and SHG to understand the govt schemes and procedures in getting bulk orders                                      

8) Analyse lost opportunities

            i) Prepare leakage analysis

            ii) Conversion analysis - Enquiry to booking to retail                                           

9) Training

            i)Train dealer salesmen on products, objection handling, activity management, installation, finance and RMP                               

10) Achieve weekly retail plan

            i) Maintain appropriate stocks at dealership

            ii) plan retail for month based on policy deployment and market potential                                               

Educational qualifications preferred

• Category: Bachelor's Degree,
• Degree: Bachelor of Engineering - BE

Behaviour competencies

Sales Acumen

Interpersonal relationship

Operational Excellence

Leadership and People Management

Customer Focus

Required work experience

• Industry: Automotive industry.
• Years of experience: 3 to 8