Position Summary with Job Responsibilities

Purpose of the position
The role is responsible for achieving sales targets of Spare Parts to Government Authorities including State Transportation Units through Dealer Network. It involves working closely with all stakeholders to managing relationships, drive revenue generation and ensuring high customer satisfaction.

Job Responsibility
1 Planning and Execution
• Review monthly sales plans for Institutional Sales and accordingly set targets and develop execution plans for team to achieve
• Develop and grow the Institutional business of STU and Government organizations by providing high levels of customer engagement and generating sales volumes
• Drive demand and revenue initiatives of financial schemes, dealer and customer meets, warranty cost management to achieve profitability targets
• Review the effective roll out of systems, processes and standards ensuring it meets the regulatory requirements
• Drive efficient supply chain practices to meet the demand of government authorities
• Understand and improve aftermarket sales, product positioning and marketing for institution business
• Develop after sales processes and infrastructure to ensure customer demands are satisfied on time.
• Develop a deep understanding of the market and competition and use insights to drive strategies to counter competition activity for sales of spare parts in the region
2 Financial Management
• Monitor the financial health of dealers including payments and inventory levels. Coordination with customers for timely payments to dealers to ensure the financial stability of the dealer.
• Ensure participation in government & STUs tenders, and work with internal teams submit tenders in a timely and accurate manner
3 Relationship Management
• Work collaboratively with government authorities to understand their issues and be an integral part in providing solutions
• Drive new initiatives, schemes, and meeting with authorities and dealers.
4 People Management
• Drive strong communication between teams to facilitate exchange of information and in order to implement change and improvements
• Set department objectives and monitor ongoing progress and performance

Education

MBA

Work Experience

Skills

1. Sales and Marketing Skills
2. Interpersonal
3. Relationship building skills
4. Negotiation Skills
5. Influencing Skills

Relevant Experience :
1. 10 years
2. Experience in Automobile Industry
3. Product and Channel Management Knowledge

Tata Motors Leadership Competencies

Customer Centricity - Anticipating, understanding and focusing efforts on meeting the customer (stakeholders) needs or expectations

Developing Self and Others - Recognizing continuous development is essential for success and taking steps to develop self and helping others to excel

Driving Execution - Translating strategy into action and execution

Leading by Example - Encouraging and following ethical standards

Leading Change - Recognizing the need for change, initiating and adapting to change

Motivating Self and Others - Inspiring teams and individuals

Functional Competencies

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