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Senior Manager-Regional Sales-New Cars(TN & Pondi.)-Sales, Marketing & Customer Care-TMPV

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Tata Motors

1mo ago

  • Job
    Full-time
    Junior, Mid & Senior Level
  • Customer Relations
    Sales & Business Development
  • Chennai

AI generated summary

  • You need a B.E./MBA, 2-8 years in sales/channel management, experience in auto/FMCG, strong financial acumen, technical skills, and proficiency in communication, negotiation, and data analytics.
  • You will drive sales forecasts, manage dealer relationships, support team training, ensure customer satisfaction, and gather market intelligence to meet targets and enhance profitability.

Requirements

  • Education B.E./ /Post Graduate (Preferably MBA)
  • Relevant Experience : 2-8 years experience in sales and channel management (GET/ PGT freshers from top 20 institutes after proper sales training)
  • Automobile/Auto Ancillary/Consumer Durables/FMCG
  • Skills & Competencies
  • Financial acumen
  • Technical skills
  • Communication skills
  • Negotiation Skills
  • Data Analytics

Responsibilities

  • Planning, Forecasting and Meeting Sales and downstream business targets: Ensure periodic (Monthly & quarterly) sales projection - dealer wise / model wise for the territory using seasonality /market trends / pipelines / bulk deals etc. BTL / ATL Plan and execution towards the results and review mechanism by weekly PDCA Monitor the enquiry generation thru various sources and drive improvements in conversion ratios which thus increases the pipe line. Monitor TD penetration which will help in increasing the conversion ratio Pipe line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets Drive the non-auto revenue streams like TMI, TMA, Accessories, Extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams.
  • Dealer Management: Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc. Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc. Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions. Timely Submission and coordination with regional finance team in settlement of dealer claims.
  • Team Management: Identifying training needs of dealer sales team and provide training to team members on new models/processes when required Based on low performance & low SSI score identity required training needs to CA's, and need to hand hold them for better performance and also ensure overall productivity Ensure timely disbursement of sales team incentives & R&R programs to the sales team for better motivation and retention Recruitment of dealers teams per norms
  • Network: Ensure DI norms/manpower availability/productivity in Fclass/NED's and update the same to Network team Update to network team on competition network expansion in the territory & inputs on our presence Handholding new dealers closely for the first year of their operations along with sales team.
  • Ensuring Best in Class Customer Experience: Implement the SSI process at dealerships, conducting regular reviews with CRM/GM/DP & dealer sales team, and need to create action plan and execute for SSI improvement. Drive retail excellence initiatives like NAVRATNA, monitor scores and intervene as and when required for guiding corrective actions
  • Supporting Market Intelligence Ensuring through regular customer feedback capturing of product & services and escalate the same to SH Track competition activities, sales trends, consumer schemes and dealer incentive programs through retail marketing teams in order to stay competitive in the field actions

FAQs

What is the primary purpose of the Senior Manager-Regional Sales role?

The primary purpose is to achieve sales of passenger vehicles in assigned dealerships through close coordination with dealer principals and sales teams while ensuring desired volumes, market share, and customer experience.

What responsibilities are included in planning and forecasting sales?

Responsibilities include ensuring periodic sales projections by dealer and model, executing ATL/BTL plans, monitoring inquiry generation, and managing pipeline improvements and non-auto revenue streams.

How does the role involve dealer management?

The role involves driving dealer relationships through regular interactions, resolving dealer issues, conducting performance reviews, and anticipating future dealership needs.

What is the expected experience level for candidates applying for this position?

Candidates should have 2-8 years of experience in sales and channel management, preferably in the automobile, auto ancillary, consumer durables, or FMCG sectors.

What training responsibilities does this role entail?

The role entails identifying training needs for dealer sales teams, providing training on new models/processes, and ensuring overall productivity through proper training and support.

How important is customer experience in this role?

Customer experience is a critical aspect, as the position involves implementing processes to improve dealership customer satisfaction and executing retail excellence initiatives.

What educational background is preferred for candidates?

A B.E. or postgraduate degree is preferred, with MBAs being particularly favorable.

What skills and competencies are sought for this position?

Desired skills include financial acumen, technical abilities, strong communication skills, negotiation skills, and data analytics capabilities.

Will I be required to interact with external stakeholders?

Yes, interactions will occur with external stakeholders such as BTL agencies, financers, dealers, and competition for market intelligence and activation support.

Are there incentives or rewards for the sales team?

Yes, timely disbursement of sales team incentives and recognition programs is part of the role to motivate and retain the sales team.

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Tata Motors

Manufacturing & Electronics
Industry
10,001+
Employees
1945
Founded Year

Mission & Purpose

​Tata Motors Group (Tata Motors) is a leading global automobile manufacturing company. Its diverse portfolio includes an extensive range of cars, sports utility vehicles, trucks, buses and defence vehicles. The Tata Motors Group’s over 80,000 employees are guided by the mission “to innovate mobility solutions with passion to enhance quality of life".