Sales and Marketing
Job Description
Position will be responsible for parts sales revenue generation , receivable management and Parts profitability for the state / states (CBUs ) . Actively work in the aftermarket to increase Parts Sales. Design and promote the secondary sales improvement programs in the territory.
Reporting : Zonal Manager – Parts & Service
Spare Parts & Lubricant Sales
§ Responsible for generating revenue through Dealers, Stockists, Service Centers & Institutional Customers
§ Responsible for meeting Parts & Lubes Sales Target as per the AOP.
§ Meeting Std. Margin Targets as per the Budget to maintain overall profitability
§ Ensuring payment collection as per company policy.
§ To plan strategies for improving market share & parts penetration for the Region.
§ Designing sales promotional schemes and communication for dealer/retailers to ensure growth in volume & part range.
Customer Management
§ Assisting dealers for forecasting demand & ensuring a healthy inventory at dealerships.
§ Co-ordination with Warehouse & Product Support Team speedy resolution of customers’/ dealer’s requirements.
§ Appointment of new Stockists for network expansion & ensure parts availability to end customers. This includes identification of new Stockists , appointment, on boarding, development, performance monitoring and motivation, as per market potential and to.
§ Develop and implement strategy for dealer development, market coverage, penetration and customer satisfaction.
Parts Promotion
§ Responsible for monitoring competition, business mapping and designing counter sales strategies. Understanding customer needs and offering optimum solutions.
§ Actively engage in New product development, parts pricing feedback, new business opportunities, Loyalty program for dealers & mechanic.
§ Conducting Below the Line Activities: Implement and monitor of Sales promotion activity – Demo/ Dealer meet / Mechanic meet, new product launches to enhance maximum brand visibility & Image.
§ Training- Dealers and Channel Partners
Work Relationship:
Internal: Warehouse, Materials Management, Catalogue Team , Product Support, CNH
Capital & Finance
External: Dealers, Stockists, Retailers, Free-lance Mechanics & end Customers.
Experience : 8 to 10 years in Parts Sales
Qualification : Diploma / B.E/ B. Tech Engineering
Skills required:
§ Experience & exposure in handling large dealers network is must.
§ Strong communication and interpersonal relationship skills to interpret sales performance and market trend information.
§ Strong sales and negotiation skills.
§ Must possess strong analytical, problem solving & Conflict management skills,
§ Good team player with Internal Customer focus
§ Familiar with applicable commercial laws and parts business practices.
§ Capability to scan and obtain market intelligence – good networking skills.
§ Good computer literacy/ Proficient in MS Office & Internet communication
§ Willing to travel extensively.
Spare parts KPIs:
§ Top line growth
§ Profitability
§ Market share
§ Customer satisfaction
§ Dealer/Channel satisfaction
§ Demand and forecasts at all distribution levels
Customer order status & parts availability
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