Zonal Head Sales Job in Ontrack Hr Service
Job Summary
Position: Zonal Head Sales
Reporting to: General Manager - Sales & Marketing
No. of Direct Reports: 03-05
No. of Indirect Reports: 00
Position present in: Sales Department
Designations in ELGI Rubber: Deputy Manager / Manager / Head
Key Purpose of the Job:
The Zonal Head of Sales is responsible for increasing sales in the allocated geography. The role holder is required to plan and implement sales strategies. He / she has to manage the sales team by communication of policies, approval of sales deals, formulation of sales targets and budgets and ensure customer satisfaction
Educational Qualification / Experience required:
- Post graduation in Business / Marketing or any equivalent
- 8-10 years of relevant sales experience in tyre retreading business or tyre business
- Should have prior experience of handling a team
- Knowledge of market and competitors
- Knowledge of tyre retreading process
Key Responsibilities:
1. Responsible for formulation and implementation of Marketing and Sales strategies in the region
2. Meeting franchisees / dealer / distributor / retreaders / open market customers to drive sales and to improve customer satisfaction
3. Monitoring sales performance, achievement of collection target, processes and activities carried out in the allocated region
4. Preparation of reports and other important documents
5. Lead and manage sales team in the allocated geographies
Task Analysis:
Indicative Tasks
1. Responsible for formulation and implementation of Marketing and Sales strategies in the region
Coordinate with the Market Analyst to conduct continual market researches through the sales team and analyze trends and patterns to obtain market insights
Based on the results of market research, formulate marketing and sales strategies such as segmentation, targeting and positioning of each product and communicate them to the sales team
Decide area-wise sales targets and budgets for the sales team
Execute and implement the marketing and sales strategies and regularly monitor their performance
Based on performance of the segment, formulate sales policies which determine discounts, incentives for channel partners, commissions for sales executives, etc.
Coordinate with campaign team in managing the marketing activities in the region
2. Meeting franchisees / dealer / distributor / retreaders / open market customers to drive sales and to improve customer satisfaction
Meet retreaders and negotiate deals to convince them to franchise with the company
Meet dealer / distributor / open market customers and negotiate deals to convince them to partner with the company
Establish rapport with franchisees / dealer / distributor / retreaders / open market customers and understand their business needs, queries, issues and complaints
Obtain feedbacks and complaints from franchisees / dealer / distributor / retreaders / open market customers about performance of the company's products and sales executives
Address customer complaints and feedbacks which are escalated from sales executives
Coordinate with technical support team, customer issues regarding installation, repairs and damages and ensure that customer problems are solved in time
3. Monitoring sales performance, achievement of collection target, processes and activities carried out in the allocated region
Monitor the market conditions and customer activities and accordingly modify sales strategies
Oversee sales performance of various products and segments in the region and implement corrective measures
Monitor inventory levels in the depot and ensure sufficient inventory is available at minimized cost
Verify collections done by sales executives and plan to minimize trade receivables
Monitor the customer database and other information updates done by the sales
Review the reports prepared by the sales team which include sales reports, tour reports, customer call reports, campaign report, customer call report, tyre analysis reports and daily activity reports
Approve travel allowance bills and manage the allocation of marketing funds for the sales team
Ensure the marketing expenses in each branch are within the allocated budgets
4. Preparation of reports and other important documents
Prepare sales plans, budgets and allocations for each quarter to be presented to the sales department head
Prepare monthly and yearly reports on sales performance, achievements, competitor analysis and market analysis with patterns and year on year comparisons
Prepare sales projections for the allocated region to be presented to the department head
Recommend to the management, the details about new franchisees to partner with the company.
5. Lead and manage sales team in the allocated geographies
Conduct interviews for sales executives and depot in charges based on requirements, in coordination with the HR team
Monitor the performance of sales team in various segments and motivate them to achieve targets
Address the issues and concerns of the sales team and implement corrective measures
Conduct performance appraisal meetings for the sales executives, give feed backs about their performance and recommend improvement measures
Recommend promotions, transfers and career development plans for the sales team based on their performance
Train the sales executives to improve performance
Job Description
Job Description: Zonal Head SalesPosition: Zonal Head Sales
Reporting to: General Manager - Sales & Marketing
No. of Direct Reports: 03-05
No. of Indirect Reports: 00
Position present in: Sales Department
Designations in ELGI Rubber: Deputy Manager / Manager / Head
Key Purpose of the Job:
The Zonal Head of Sales is responsible for increasing sales in the allocated geography. The role holder is required to plan and implement sales strategies. He / she has to manage the sales team by communication of policies, approval of sales deals, formulation of sales targets and budgets and ensure customer satisfaction
Educational Qualification / Experience required:
- Post graduation in Business / Marketing or any equivalent
- 8-10 years of relevant sales experience in tyre retreading business or tyre business
- Should have prior experience of handling a team
- Knowledge of market and competitors
- Knowledge of tyre retreading process
Key Responsibilities:
1. Responsible for formulation and implementation of Marketing and Sales strategies in the region
2. Meeting franchisees / dealer / distributor / retreaders / open market customers to drive sales and to improve customer satisfaction
3. Monitoring sales performance, achievement of collection target, processes and activities carried out in the allocated region
4. Preparation of reports and other important documents
5. Lead and manage sales team in the allocated geographies
Task Analysis:
Indicative Tasks
1. Responsible for formulation and implementation of Marketing and Sales strategies in the region
Coordinate with the Market Analyst to conduct continual market researches through the sales team and analyze trends and patterns to obtain market insights
Based on the results of market research, formulate marketing and sales strategies such as segmentation, targeting and positioning of each product and communicate them to the sales team
Decide area-wise sales targets and budgets for the sales team
Execute and implement the marketing and sales strategies and regularly monitor their performance
Based on performance of the segment, formulate sales policies which determine discounts, incentives for channel partners, commissions for sales executives, etc.
Coordinate with campaign team in managing the marketing activities in the region
2. Meeting franchisees / dealer / distributor / retreaders / open market customers to drive sales and to improve customer satisfaction
Meet retreaders and negotiate deals to convince them to franchise with the company
Meet dealer / distributor / open market customers and negotiate deals to convince them to partner with the company
Establish rapport with franchisees / dealer / distributor / retreaders / open market customers and understand their business needs, queries, issues and complaints
Obtain feedbacks and complaints from franchisees / dealer / distributor / retreaders / open market customers about performance of the company's products and sales executives
Address customer complaints and feedbacks which are escalated from sales executives
Coordinate with technical support team, customer issues regarding installation, repairs and damages and ensure that customer problems are solved in time
3. Monitoring sales performance, achievement of collection target, processes and activities carried out in the allocated region
Monitor the market conditions and customer activities and accordingly modify sales strategies
Oversee sales performance of various products and segments in the region and implement corrective measures
Monitor inventory levels in the depot and ensure sufficient inventory is available at minimized cost
Verify collections done by sales executives and plan to minimize trade receivables
Monitor the customer database and other information updates done by the sales
Review the reports prepared by the sales team which include sales reports, tour reports, customer call reports, campaign report, customer call report, tyre analysis reports and daily activity reports
Approve travel allowance bills and manage the allocation of marketing funds for the sales team
Ensure the marketing expenses in each branch are within the allocated budgets
4. Preparation of reports and other important documents
Prepare sales plans, budgets and allocations for each quarter to be presented to the sales department head
Prepare monthly and yearly reports on sales performance, achievements, competitor analysis and market analysis with patterns and year on year comparisons
Prepare sales projections for the allocated region to be presented to the department head
Recommend to the management, the details about new franchisees to partner with the company.
5. Lead and manage sales team in the allocated geographies
Conduct interviews for sales executives and depot in charges based on requirements, in coordination with the HR team
Monitor the performance of sales team in various segments and motivate them to achieve targets
Address the issues and concerns of the sales team and implement corrective measures
Conduct performance appraisal meetings for the sales executives, give feed backs about their performance and recommend improvement measures
Recommend promotions, transfers and career development plans for the sales team based on their performance
Train the sales executives to improve performance
Experience Required :
Minimum 10 Years
Vacancy :
2 - 4 Hires
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