Job Description

Position Title: Senior Manager Sales OE - West
Location : Pune
Department : Original Equipment
Reports to (Title) : Jyoti Banerjee - VP Sales - OE
Key Responsibilities:

• Drive differentiated Key Account Management (KAM) engagement by leveraging digitization to meet all business objectives.
• Ensure both topline and bottom-line targets are achieved.
• Establish leadership in the OEM business while ensuring customer satisfaction.
• Lead sales team engagement, focusing on optimization and effective handling of working capital.

Key Performance Indicators:

• Net sales of OEM accounts.
• Achievement of business pivots.
• Number of OEM connections.
• Achievement of targeted Share of Business (SOB).
• Success in securing RFQ/Nomination pivots.

POSITION SUMMARY
Briefly summarize this position\'s purpose or role
Driving differentiated KAM engagement by leveraging digitization to ensure all business objectives are met while ensuring the topline and bottom-line target of the organization is met, establishing leadership in OEMs business, and ensuring customer satisfaction.
Driving differentiated sales team engagement by leveraging digitization to ensure all business objectives are met while ensuring optimization and effective handling of working capital
MAJOR RESPONSIBILITY AREAS
In the boxes below, list a series of brief statements in each box which describes what this position does and how they do it (Major Actions and Supporting Actions): how much time this position devotes to it (%of Total Job): why the position performs it (Expected End Result): and how one can determine whether it has been done (Ways to Measure Accomplishments). In the left column, rank the statements from most (=1) to least important.
Importance
Ranking in order of most to least
Major Actions and Supporting Actions
% Of Total Job
Ways to Measure Accomplishments
1
Net sales of OEM accounts
30%
Rs in Cr
2
Business Pivots achievement
20%
% Ach
3
No of OEM Connect
20%
Nos
4
No of Pivots achieved (RFQ/Nomination)
5%
Nos
5
Achieve targeted SOB
5%
%
6
Overdues in Rs cr
5%
Rs in Cr
7
EBITA %
5%
% net of sales
9
Slow moving inventory reduction
5%
Rs in Cr
10
Adoption rate
5%
%
WORKING RELATIONSHIPS
List the titles of individuals, departments and organizations with which this position is likely to have the most frequent contact. This should include contacts both inside and outside the company. Briefly describe the nature or purpose of these contacts.
MOST FREQUENT CONTACTS
NATURE OR PURPOSE
External contacts at customer - Purchase director, GM Purchase, Engineering Head (R&D), Quality Head and Supply chain heads of OEMs
Developing relationships, business, introduction in new business, joint development, approval of products, plant approval, joint marketing activities
Internal - R&D, SCM, Marketing, Manufacturing, Quality & Customer service
Development of products on time, Stock & mould management, joint marketing activity, customer complain addressal, root cause analysis & joint development of CAPA