Role: Senior Manager - Territory Sales Manager
Industry Type: Automobile
Department: Sales & Business Development
Employment Type: Full Time, Permanent
Role Category: Retail & B2C Sales
Education: B.E/ B. Tech (Full Time) & Graduate + MBA Full Time Only
UG: B.Tech / B.E. in Any Specialization
PG: MBA/PGDM in Any Specialization
Purpose of the Role :
The position will be responsible for driving retail sales of Passenger Electric Vehicles to personal customers in assigned regions to achieve business objectives in terms of volumes, market share and customer experience; the incumbent is to provide focus to EV retail efforts, including market activation, tie-ups, customer & pipeline management Lack of focus for EV retail in a primarily ICE focused dealership structure; limited EV ecosystem development and activation for personal segment buyers.
Job Responsibility
Driving EV/PV Retail Sales volumes & Market Share:
- Deliver Retail targets for the city/region through dealership as well as alternate channel sales teams
- Direct responsibility of managing sales in Store-in-Store/Experience Centre's Micro-market activation: Identify, optimize and conduct micro market activations within the region to optimize lead generation and conversion
- Interface with dealerships through PV TSMs to seek dealer support & ensure dealer focus to achieve retail targets
- Optimize test drives and conversion through special initiatives executed through dealers and alternate channels
- Develop market intelligence on customer preferences, competitor offerings, key opportunities, etc. and share with Head EV/PV Retail Sales
- Develop and manage region specific tie-ups to increase value proposition of EV/PVs
Manage Customer Relationships
Engage frequently with EV/PV customers & serve as first point of escalation for customers (adhering to SLAs) Share feedback with Charging Solutions & Customer Experience teams.
Team Management
Monitor Sales funnel and direct Product Specialists to manage pool of TML Sales executives deployed in alternate sales channels to take appropriate follow-up actions to ensure retail customer satisfaction. Onboard and manage product specialists across relevant sales channels
Stakeholder Profiles & Nature of Interactions
Internal
- Regional Customer Care Manager Specific service campaigns/ communicate service-related issues being faced by retail customers in the region
- Sales Planning Providing inputs on the sales forecast and tracking delivery
- Zonal Retail Marketing Align on EV specific offers
- Charging Solutions/Customer Experience Communicating product/service feedback received on-ground to charging/customer experience team
- PVBU TSM Interface with TSMs to seek dealer support and ensure dealer focus to achieve retail targets.
External
Channel Partners - Direct Feedback/ daily assistance to them to sort issues. Financial Institutions - For financial offerings as required by retail customers (along with RCFI, at times directly).
Desired Candidate Profile
- Education: B.E/ B. Tech (Full Time) & Graduate + MBA Full Time Only
- Relevant Experience: 5-15 years of Sales & Marketing experience with a focus in EV/PV sales.
- Understanding of Competition Product Portfolio and own competitive advantage.
- Ability to communicate with learned and environmentally conscious set of Customers.
- Experience in Value Selling concept of Sales.
- Ability to lead and manage teams and achieve targets; drive product specialists and dealerships to achieve retail targets
- Strong Oral & written communication with good fluency in English language and local language of relevant city/region
- Ability to guide teams in prioritizing and managing customer pipeline without losing sales
- Strong planning & problem solving skills to create city specific market activation plans, tie-ups and customer schemes
- Knowledge of EV/PV sales process and sales resource allocation
- Ability to influence colleagues/ other BU manpower without direct reporting relationship
- Strong sales team leadership experience/ skills, evidenced through track record or references
- Strong experience in Retail customer management, handling escalations and working with multiple internal stakeholders etc.
- Knowledge of EV/PV sales process and sales resource allocation
- Good technical knowledge of EV/PV products along with product features.
Skills & Competencies
- Effective Communication and Influencing Skills
- Ability to drive teams to meet targets
- Result Oriented approach
- Accountability & Ownership
- Ability to change user behavior
- Data Driven