sales senior
Tata Motors Limited
Total des années d'expérience :17 years, 9 Mois
Responsibility as Senior Manager- Institutional sales of Commercial vehicles
Responsible for sales of full range of commercial vehicles in Delhi and Haryana
Responsible for sales through dealers and direct sales.
Responsible for sale of Trucks, Bus, Commercial Passenger vehicle & electric bus
Responsible for sales through GEM (government E Market) in the assigned territory
Ensuring Market share in the assigned states
Ensuring completion of sales cycle from order generation to receivable
Continuous grooming of dealer’s manpower
Ensuring post sales customer satisfaction with help of after sales service team
Responsibility as Senior Manager - Spare Parts STU business of North
Responsible for Sales of Spare parts to State Transport Undertaking across north India
Responsible for business of 50 Crore from State Transport Undertaking
Handling 4 distributors exclusive to the business
Ensuring the Channel partners get consistent ROI from the business
Coordination with Warehouse for on time dispatches
Interacting with Procurement team / vendor for getting parts not in warehouse
Conducting regular marketing activities like Product presentation, Social gathering of key decision makers
Ensuring Non-moving parts sales
Ensuring sufficient stock of parts, when a new product is launched in the market
Responsible for first fill ratio to customer
Support various team for demand forecasting, Supply and replenishment
Setting KPI / KRA for the team in line with business goals
Order Creation, modification, sales reports in SAP
Responsibility as Regional Manager - North & East India for Aggregate business
Responsible for sales of diesel engine, trailer axle, suspension kit, king pin across north & east india
Responsible for Retail, Intuitional, Government, Key Account Sales of aggregate products
Responsible for managing 7 Manufacturers & 5 Key accounts
Expansion of network in east & north India
Responsible for Key account customer in construction equipment segment
Responsible for institutional sales in banks, government department, telecom sector
Growing the network of channel partners in unattended markets
Receivable management
Assisting in Aligning Potential Freelancers & Liaising agents with OEM and existing channel partners.
Devising & changing sales strategy, keeping in view the changing market dynamic
Representing Sales in CFT’s for development of new product / product improvement
Motivating the channel partners for getting Government business
Assisting channel partners in filling, filling and winning tenders
Attainments:
As Regional Manager - Aggregate business
Network Expansion - Expanded network of Channel Partners in Assam & NE, Bihar & Jharkhand
Registration of products in NTPC, HAL, MES, DRDO, Airtel, Idea, Railways
YoY growth of 15%
Conducted product launch in north & east India
As Sr. Manager - Spare parts
YoY Growth of 12% in first year & 25% in second year
Market share increase of 2% in first year and 5% in the second year
Best Manger for 2-year running
As Sr. Manager - Intuitional sales Commercial vehicles
Average receivable days stands at 10 days as compared to national average of 70 days
Zero percent drop in Market share
Responsible managing sales and marketing operations for Govt & institutional Sector across North India, with special focus on certain pan India Departments, maintaining a business of 24 Crs
Forecasting & designing business model specific to a particular department / Organisation
Special focus on DGS&D
Obtaining Product Approvals from GOVT Departments
Obtaining State Level Rate contracts
Redesigning RFP’s as per Product on Offer
Creating marketing mix for field level executives, and special strategy for DGS&D and other rate contracts
Responsible for development of System Integrator business (ICT)
Training field level executives for business penetration, Assisting sales team for completing sales target
Maintaining healthy stock level at OEM Level, in order to reduce the lead time
Managing sales dealers viz sales, finance and stock
Managing & Motivating existing OEM
Aligning potential Freelancers & Liaisoning agents with OEM and existing channel partners.
Focus on newer business opportunities with more that 20Cr turnover.
Competition Monitoring
Managing Key accounts viz testing, commercials and order processing
Participation in market reach events with sales dealers & OEM
Interaction with R&D & Purchase Department of organisations for development of SPEC-IN products
Attainments:
New Business generated - Husk power system for non-diesel engine
SPOC for DRDO - Picket fencing Truck Project with Mahindra Engineering Services
Government business consistently increased by 10% YoY (volume)
Approvals - DGS&D, Military engineering service (MES), Border road organisation (BRO), CPWD, DRDO, NRHM
Channel operations - Appointed sales dealers specifically for GOVT sales across North India
Promoted to Assistant Area Manager
Responsible managing sales and marketing operations by approaching prospects across North India.
Managing & Motivating existing Channel partners & developing new partners for improved coverage.
Aligning potential traders in component business with the existing channel partners.
Working closely with technical team for product/solution design based on customer’s requirement.
Focus on new business acquisition & timely completion of the sales cycle.
Competition Monitoring,
Managing Key automotives, Institutional, governmental accounts
Interaction with R&D & Purchase Department of organisations for development of SPEC-IN products
Dealer Management
Target formulation for the region
Analyzing the market potential, maintaining prospect databases and providing valuable inputs for fine tuning sales & marketing strategies.
Managing existing Key Accounts & undertaking techno commercial activities & strategy implementation.
Maintaining healthy & cordial relationships with the clients for expanding business & resolving the queries & complaints for high customer satisfaction
Exploring the given territory for new application development, Dual Fuel Engine
SECURED PERCENTAGE OF 73% FOR A FULL TIME MBA WITH MARKETING & FINANCE , DONE INTERNSHIP WITH TATA MOTORS
Bachelor in mechanical engineering as Four year fully professional degree
