Sales and Marketing

The job responsibilities for the position can be broadly categorized in following deliverables:

Sales Operations:

·      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.; Identify focus areas and course corrections in order to maximize target volume achievement;

·      Review target achievement feasibility at month end and distribute readjustments if required to Area Managers/Sales Executives; Review and suggest opportunities for after-sales enhancements in terms of parts, labour, reach, etc;

·      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;

·      Conceptualize and initiate promotional activities and customer reach program as required; Provide own comments basis promotional activity requirements for pushing volumes and share to Area Manager/Sales Executives;

·      Participate in large customer meets and events; Follow up on event approval, if required in order to enhance sales through existing and new customers

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;

·      Build relations with dealers, propose ideas for enhancement of sales and seek buy in for the goals; Understand dealer and customer issues and propose mechanisms to reduce 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

·      Review the average per tractor incentive budget for the month and the impact of average tractor incentive per dealer and provide inputs; Review the current priorities such as stock, overall sales, season, resources, etc.;

·      Determine mechanisms or frequency of incentive distribution to enhance the motivational value of the incentive plan for the dealers (e.g. delivery based incentive schemes) in order to enhance dealer sales volumes and dealer motivation

·      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;

·      Evaluate and determine the cause and feasibility for approving the deviation based on the dealer history, credit worthiness, repayment capacity, vintage with company, etc.;

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.

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

Essential experience and skills: 15 + years of experience with at least 5 years in rural automotive sales and age of 35-40 years