Territory Sales Manager - 2W

Group Company: TVS Motor Company

Position description:

The person in this position acts as bridge between the Company and the Dealers. He helps the dealers to grow their business. He also implements company standards and policies at the dealerships and provides market information and dealer’s feedback to the Company.

Primary Responsibilities:

• 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 regular 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 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