Purpose of the Role To align the sales and marketing planning with production and reverse to achieve the set annul targets set. To conceptualize, support and enable PVBU field retail sales teams in designing, Executing sales promotions and plan desired Retails and Market share of a brand.

To monitor and report competition activities, pricing feedback and partner with product marketing, marketing communication and Sales Planning for recent product launches.

Job Responsibility

1. Operations Management:

- To coordinate for monthly indents of all the dealers from the sales team and government indent from the government sales team in B2B.
- Monitor daily, weekly and monthly order fulfilment within agreed TAT
- Liaison with RCFI and regional teams for funding the supply plan
- Coordinate with regional team for orders as per the supply plan, coordinate with Manufacturing for availability as per the supply plan, coordinate with TMLD for final execution of billing and dispatch
- Plan for dispatch and yard capacity based on rolling forecast. In case of higher stocks than the plant capacity coordinate with sales for higher off take in the period through effective usage of schemes, incentives and sr. management intervention, communicate with regional teams and resolve their issues related to billing and dispatch in order to create systems for improvement of billing process to achieve monthly dealer off take.

2. Automation and Implementation of New S&OP; process:

- Coordinate with IT in developing the system.
- To study impact and align existing processes to the new S&OP; process
- Coordinate with Project team and all stake holders
- Facilitate Training and Deployment of processes and systems to Dealer Team, Regional Sales Team and Plant PPC Teams
- In order to ensure smooth operations and adherence to processes in given timelines

3. Pricing Management:

- To review and approve following pricing elements (like,



Basic price, state and city factors, Handling charges and transit compensation, State VAT, Octroi/LBT as per the Govt circulars, Freight) as per the approvals received
- Direct changes to be incorporated in system and approve Product Hierarchy in SAP and CRM for correct MIS, Pricing and incentive loading
- In order to ensure billing at right prices, resolve dealer issues related to pricing and minimize TML cost.

4. Retail Volumes / Market share of Respective Brand:

- Allocate targets to regions based on past performance & market potential
- in order to achieve overall retail/MS objective
- To identify the focus markets based on potential and prevailing business environment
- Designing consumer, retail finance, exchange, Dealer / dealer sales team incentives based on competition activity, budget availability and business environment in order to achieve desired Market share & volumes in specific markets

5. ATL & BTL:

- Recommend central ATL & BTL initiations to Marcom based on inputs from Regional field teams and review the effectiveness of these initiatives and communicate to Marcom team in order to increase marketing effectiveness and drive sales.

6. New Product Launch:

- Providing inputs on target segments and volume estimates (w.r.t the new product) to the product marketing & MC&S; team and aid in drafting the marketing plan for new product, as part of the launch readiness and ensure launch and post-launch readiness.




- Assist in planning the national and regional launch event along with MC&S;, Product marketing, corporate communication and cascading the same to regions, coordinating with field team to execute the same and monitoring on regular basis in order to ensure compliance and adherence to launch plan

7. VME & Tactical FME planning:

- Plan Schemes as per VME budgets, ensuring adequate funds for each brand and each market and ensure these are implemented across regions. Monitor Monthly Spends and take corrective measures.

Stakeholder Profiles & Nature of Interactions

Internal: Sales Team Monthly Dealer/Regional Indent, Supply plan/TD vehicle Tracking, Consumer offers

TMLD: Targets on dispatches, Sales Plans, New VCs for Sales view updating

Plant Finance: Freight updating, Accounts view updating, Scheme letters

TTL: All new systems and pricing related developments, New PPL, PL, Product hierarchy creation and maintenance, MIS and report requirements

PPPM: New product launches for readiness in terms of pricing, vehicle dispatch plan according to launch plan

RCFI: Funds requirement for ensuring weekly billing plan, Credit requirement for new vehicles/Specific purpose

Marketing Team: Sales Data Input to make marketing campaign; enquiry targets ; FME

External: Dealer Monthly Indent and Supply plan/resolution of pricing related issues Dealer Marketing plans and settlement of financial obligations

Desired Candidate Profile

Education: B.E/B.Tech (Full Time) or Any Graduate + MBA Full Time Only

Relevant Experience: 5+ years of Automobile/Auto Ancillary

Skills & Competencies

- Knowledge of Sales & Operations systems - SAP (any ERP)
- CRM (Siebel) / Taxation
- Product Knowledge / Strong Analytical Skills
- Channel Management, Sales & Marketing Management
- Basic Finance knowledge to help design schemes
- Good Working knowledge of MS Excel & PowerPoint

📌 Senior Manager - Sales Planning & Operations (Chandigarh)
🏢 Tata Motors
📍 Chandigarh