Sales Manager- Bengaluru, Cons Repl.

Sales Manager- Karnataka, Cons. Repl. Sales Team

Reporting to the Business Manager, Cons 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.

Principal

Responsibilities:

• 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

Performance Measurement:

• 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

Key Activities:

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

Personal Skills/  Attributes:

• Strong Analytical Skills and ability to generate insights/action plans from data
• Highly motivated leader with a passion for driving business growth and results.
• Must have experience of leading a team.
• Knowledge of business concepts (profit, margin, the variable cost, ROI), industry best practices, sales & negotiation techniques, and legislative requirements.
• Excellent communication skills - both written and verbal.

Sales Manager - Karnataka, Cos. Repl. Sales Team