Territory Leader

Year    Ranchi, Jharkhand, India

Job Description


KEY PERFORMANCE AREAS

  • Sales Volumes and Revenue achievement
  • Timely collections
  • New customers added
  • New channel partners added
  • Performance of Channel partners
  • Brand recall in territory
  • Customer Service feedback
KEY ACTIVITIES & RESPONSIBILITIES

Sales Operations
  • Implement defined sales strategy for the territory.
  • Ensure achievement of sales target for each Segment and Product in the assigned territory through regular follow up with all channel partners.
  • Adhere to the Personal Journey Plan (PJP) and meet the daily set targets in terms of meetings with channel partners, customers, potential customers and influencers.
  • Ensure prompt supply on time to channel partners and Direct fleets.
  • Provide required information and advice on products and other details.
  • Ensure regular relationship building with all Channel partners and key customers.
  • Ensure prompt response to all customer queries and mails.
  • Meet prospective channel partners and direct customers to demonstrate products, explain product features, and solicit orders.
  • Prepare sales presentations / pitch to potential customers on product offerings.
  • Recommend products to customers, based on customers\' needs and interests.
  • Drive sales schemes, warranties etc. as per set norms.
  • Implement sales policies on credit or contract terms, as per set norms / procedures.
  • Keep abreast of all products and services and changes if any, to provide accurate information to customers/channel partners.
Channel Development
  • Drive and assist channel partners for upgrading their category by enhancing their performance.
  • Implement Direct fleet module to develop existing Direct fleet customers to increase share of CEAT products with the Direct fleet customer.
  • Counsel and work with channel partners to reach out to their key customers with an intention to drive sales for channel partner and promotion of CEAT products.
  • Train employees of channel partners and direct customers, to operate and maintain the product.
  • Support and guide channel partners in developing capabilities of channel partner employees for enhanced customer satisfaction.
Service
  • Handle customer complaints timely, assist in settling disputes and resolving grievances for channel partners and customers.
  • Conduct field inspections and CFA visits as part of the claim management process with adherence to company\'s policies and processes.
  • Field visits to channel partners/ direct customers to understand product performance and customer issues.
  • Field visits to mechanic shops, garages etc. to understand product performance and customer issues.
  • Support the RSM in resolving escalation from channel partners and customers.
Inventory Management and Logistics
  • Coordination with the internal Logistics / CFA\'s / Transportation for ensuring timely supply to customers / channel partners.
  • Follow up with transporter to ensure timely dispatch and delivery of goods to Dealers and Direct fleets.
Collections
  • Follow up with CFA / Commercial team to prepare invoice and ensure accuracy of details (Example - product specifications, quantity, payment terms and conditions etc.)
  • Follow up with Direct fleet customers for payment and resolve their issues.
  • Assist commercial department in the collection of accounts as needed.
  • Escalate issues in payment, discrepancies and default in payment dates to RM.
Market Intelligence
  • Monitor market conditions, product innovations, and competitors\' products, prices, and sales and provide timely market intelligence reports.
  • Understanding competition presence by meeting Competitors\' channel partners and major fleets.
  • Visit new markets to understand market potential and identify potential channel partners/ customers.
Brand Building Initiatives
  • Implement the BTL plan and branding initiatives for the territory and provide support as required to Regional/national initiatives.
  • Ensure that branding initiatives for channel partners and customers are implemented at site.
  • Organize Truck meets to provide communication about the various product offerings from CEAT.
  • Organize Hub meet for dealers to communicate about the various product offerings from CEAT and gather feedback.
  • Organize Fleet activation meets on a monthly basis for the sizeable fleets.
  • Organize Driver training programs to provide proper training to the drivers for optimum use and maintenance of CEAT products.
Developmental
  • Keep abreast of all product and services provided by the company.
  • Keep abreast of new sales techniques and processes.
Education and Experience Required

Education:

Any Graduate / Any PG

Preferably with a PG degree or diploma in Sales or Marketing with relevant work experience

Experience:

2-5 years

KEC International

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Job Detail

  • Job Id
    JD3071993
  • Industry
    Not mentioned
  • Total Positions
    1
  • Job Type:
    Full Time
  • Salary:
    Not mentioned
  • Employment Status
    Permanent
  • Job Location
    Ranchi, Jharkhand, India
  • Education
    Not mentioned
  • Experience
    Year