Territory Leader

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