Head – Sales (HO)

Level: HO Level 2 | Reports to: HOD

Function: Sales (80%) & Operations (20%)

Job Summary:

Responsible for developing and implementing sales strategies to achieve AOP and growth against AOP. Require 80% of focus on Sales and 20% focus on operations

Key Responsibilities:

- Develop and implement sales strategies to achieve the dealership's sales targets and objectives. responsible for sales revenue and activity in multiple market/product segments or regions.
- Consistently delivers profitable growth in all LOBs and Segments by working with and through the entire salesforce to provide customers with valued Cummins solutions. and design AOP accordingly
- Builds and maintains outstanding relationships with key customers and business leaders by maintaining at least half yearly face-to-face visits with key customers management.
- Supervise, coaches, motivates, and support the sales team to ensure they meet sales goals and objectives. Review proactively and ensures timely and closure of Sales pipeline to meet AOP.
- Set and manage budgets for the sales and marketing departments. Design AOPs for the team
- Coordinate with Business Development team for successful new product launches.
- Plan and execute marketing campaigns to create excitement and demand for new products.
- Ensure all sales and marketing activities comply with relevant laws, regulations, and ethical standards.
- Oversee inventory levels and ensure an adequate stock of and spare parts to meet customer demand. Min Max level of Inventory
- Achieve or exceed balanced scorecard targets for the organization and take actions on improvement plan

Requirements

Qualifications

Strategic Vision: The ability to develop a clear and forward-looking sales and marketing strategy aligned with the dealership's overall business goals.

Leadership: Leading and inspiring a team of sales and marketing professionals to achieve targets and implement effective campaigns.

Sales Expertise:



A deep understanding of sales processes, customer relationship management, and lead generation strategies.

Articulating Value Proposition - Interprets internal and external needs of high value key customers, explains, and demonstrates products, solutions, and services to meet customer's specific needs to differentiate against competition.

Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.

Market Knowledge: In-depth understanding of market trends, customer preferences, and competitor activities to identify opportunities and threats.

Customer-Centric Approach: An emphasis on understanding customer needs and preferences to tailor sales and marketing efforts effectively.

Team Management: Managing and inspiring a diverse team, delegating tasks, and fostering a collaborative work environment.

Business Development: Identifying and pursuing new business opportunities, partnerships, and collaborations to expand the dealership's reach.

Budget Management: Skill in allocating resources effectively, managing budgets for sales and marketing initiatives, and optimizing return on investment.

Negotiation Skills: Negotiating partnerships, contracts, and deals that benefit the dealership's growth and profitability.

Ethical Conduct: Upholding ethical standards and compliance in all sales and marketing activities.

Education, Licenses, Certifications:

Qualification: University or college degree in Sales or Marketing, Technical or related subject required

MBA degree in Sales & Marketing preferred.

Experience

Min 15 + years of Sales experience and aftermarket sales experience required.

Significant level of relevant work experience as a sales representative and other sales support function desirable.

Key Performance Indicators

AOP achievement and % growth over AOP

Achievement of Profitability Growth

Segment/LOB AOP achievement and growth

Net promoter Score: Employee and Customer

📌 Head – Sales (HO)/ (Raipur & Nagpur)
🏢 N Human Resources u0026 Management Systems
📍 Raipur