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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.
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