Sales and Marketing

About Us

Innovation. Sustainability. Productivity. This is how we are Breaking New Ground in our mission to sustainably advance the noble work of farmers and builders everywhere. With a growing global population and increased demands on resources, our products are instrumental to feeding and sheltering the world.

From developing products that run on alternative power to productivity-enhancing precision tech, we are delivering solutions that benefit people – and they are possible thanks to people like you. If the opportunity to build your skills as part of a collaborative, global team excites you, you’re in the right place.  

Grow a Career. Build a Future!

Be part of this company at the forefront of agriculture and construction, that passionately innovates to drive customer efficiency and success. And we know innovation can’t happen without collaboration. So, everything we do at CNH Industrial is about reaching new heights as one team, always delivering for the good of our customers.

Job Purpose

The position is primarily responsible at CBU level to drive Net Sales (Tractors, Spares, Implements), volumes as per CBU plan, CNHi Capital penetration, Delinquency and Operating Budgets in line with CNHi commercial guidelines and processes. The incumbent leads the team as CEO for the CBU with complete ownership of Sales Operations (nos), Revenue Streams, Operational/Tactical Marketing, Incentive Plans, Channel and Channel Finance Management, After Sales and Service support, Spares Management, Implements and Applications related to tractor business. The incumbent will Plan, review and monitor annual CBU Sales targets; Build dealer network relationships and guide dealers in business plan development with the objective of enhancing sales volumes for the respective CBU and enhancing the customer base for the organization within the organization’s sales strategy and CNH guidelines.

Key Responsibilities

· Prepare business forecasts and Annual Operating Plan (AOP) for the CBU for tractor, spare parts, rotavators and implements considering the industry, market share and inputs from Area Managers/Executives.

· Finalize CBU and state wise, targeted annual volumes and cascade into monthly targets by CBU, area, taluka, dealer, model wise, etc.;

· Monitor and review monthly volume target achievement by CBU, area, dealer, etc.; 

· Review target achievement feasibility at month end and distribute readjustments if required to Area Managers/Sales Executives; 

· Share product feedback with Product Marketing in order to plan and achieve the volume targets for the CBU

· Review promotional activity (Demonstrations, publicity, bazar displays, etc.) budgets and calendar;

Channel Management:

· Periodically review dealer performance through business reviews, evaluate gaps and draw out trends;

· Seek out opportunities for enhancing volume sales and provide directions; Negotiate with dealers on the dealer promotional activity investments to enhance dealer investments for the same;

 Monitor dealer to customer outstanding i.e. Advance Deliver Status (ADS) tracking; Monitor the customer quality to safeguard own exposure and dealer profitability

Dealer Working Capital; Retail Finance & Incentive Management:

· Facilitate CNHi Capital in achieving their business goals/Objectives

· Build relations with financers through visits and follow up for specific / critical cases for retail finance in order to better enable dealer sales and strengthen channel partners

· Monitor dealer fund rotation, need for enhancement of bank guarantee / securitization and timely renewal of security/BG; Discuss with dealers regarding issues;

· At quarterly business review, discuss the working capital requirements and need for additional funds and security from the dealer based on seasonal/peak requirements; Review the deviations on credit proposal for dealers from Area managers/Sales executives;

Legal Matters:

· Monitor adherence to timelines for court representation and completion of documentation for legal and consumer forum cases in order to drive adherence to financial compliances and facilitate adequate credit control.

Leadership/Team Management Responsibility:

The CBU Manager leads the CBU sales team and dealers, inspiring and leading them from the front to achieve challenging goals.

The CBU Manager responsibility is to keep the team’s morale and motivation high and keeping the team focused and aligned to the organization’s sales goals.

Experience Required

12-15 years of experience with at least 5 years in rural automotive sales and age of 35-40 years

Preferred Qualifications

B. Tech (Agri. Engg./Mechanical) with preferably MBA Marketing

What We Offer

We offer dynamic career opportunities across an international landscape. As an equal opportunity employer, we are committed to delivering value for all our employees and fostering a culture of respect.

At CNH, we understand that the best solutions come from the diverse experiences and skills of our people. Here, you will be empowered to grow your career, to follow your passion, and help build a better future. To support our employees, we offer regional comprehensive benefits, including:

• Flexible work arrangements
• Savings & Retirement benefits
• Tuition reimbursement
• Parental leave
• Adoption assistance
• Fertility & Family building support
• Employee Assistance Programs 
• Charitable contribution matching and Volunteer Time Off