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