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Sales Manager-Karnataka

Date: Jan 12, 2021

Location: Field Sales, KA, IN

Company: Goodyear

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


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