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  

RPG Group