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Sales Manager-AP & Telangana, Farm & Commercial PBU

Date: Mar 13, 2018

Location: Field Sales, AP, IN

Company: Goodyear

Goodyear. More Driven.


Position Description:
















Performance Measurement:




Key Activities:

Reporting to the Business Manager, Farm PBU, India, this position is responsible for achievement of the quantitative sales objectives, ensuring execution of the country’s commercial strategy and lead a team of sales representatives




  • Sales analysis of region/territory (market, actors, competition)
  • Achievement of volume, Gross Margin and channel targets
  • Control of key sales accounts of assigned region/territory
  • Management of Sales team (Sales call methods, training, productivity, IT Tools)
  • Centralization of field information
  • Build and implement the necessary action plans, to increase the professionalism of the customer’s business.
  • Manage the flow of communication between Goodyear staff (field and region/central)
  • Monitoring and productivity optimization of the team
  • Facilitation, assessment and training of the team


  • AOP (Volume, Gross Margin and Channel activation & expansion)
  • Team’s productivity
  • Performance and development objectives of the team
  • Share of Accounts(SOA), SOM(Share of Market) evolution


        Control of key accounts in the region

  • Customer calls
  • Negotiation/sale
  • Implementation of commercial policy


Monitoring and productivity optimization of one's team

  • Definition and setting up of indicators
  • Monitoring of indicators
  • Work to improve targeted domains
  • Coaching, management by example
  • Facilitation, exchange of good practices


Optimization of I.T. tools used by the sales force

  • Effective use of the equipment’s and tools available at disposal
  • Collective and individual coaching
  • Verification of data reliability
  • Processing of data from the tools


Facilitation, assessment and training of the sales team

  • Accompaniment in the field
  • Facilitation of regional meetings
  • Facilitation of sales actions
  • Compliance with work methods
  • Definition of individual objectives
  • Development summaries and performance assessments





  • Centralization, analysis and summary of information from the field
  • Knowledge and analysis of assigned region/territory; market, actors, competition
  • Presentation of the Goodyear distribution approach methodology and the partnership programs to the customers.
  • Manage the elements of the contracts with customers including commitments, customer signature, renewal
  • Ensure that all customer partnership requirements are met
  • Ensure proper addressing of all the customer’s transverse issues (Ex: Credit, billing, supply)
  • Consolidate the market information (competitors, conditions, products, services, industry environment, customer’s business) and regularly communicate it internally


Required Experience:







Personal Skills/  Attributes:















  • Above 10 years of proven B2B sales experience with a track record of leading teams successfully.
  • Prior experience in scaling up distribution network is required. Experience of managing franchise based distribution network would be an added advantage.
  • An understanding of tire industry and products would be a distinct advantage. Consumer durables, FMCG sectors are also preferred.



  • A highly motivated leader with a passion for driving business growth and results.
  • Must have experience in leading a team.
  • Knowledge of business concepts (profit, margin, variable cost, ROI), industry best practices, sales & negotiation techniques, and legislative requirements.
  • Excellent communication skills - both written and verbal.



  • A Graduate degree
  • An MBA from Tier I or II institutes is preferred




Goodyear is one of the world’s largest tire companies. It employs about 65,000 people and manufactures its products in 47 facilities in 21 countries around the world. Its two Innovation Centers in Akron, Ohio and Colmar-Berg, Luxembourg strive to develop state-of-the-art products and services that set the technology and performance standard for the industry. For more information about Goodyear and its products, go to


Job Segment: Sales Management, Field Sales, Business Manager, Manager, Sales, Management

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