Stakeholders and their expectations
Internal: ASM- After Market Sales - Ensures achievement of sales targets that leads to profitability and growth
Global Spares Centre - Co-ordination for on-time delivery spares
Aftermarket Service Team - Collaborate with the service team for effective service delivery to the customers
External: Distributors / Channel Partners - Adequate support to deliver profitable and sustainable business for the allocated geography.
Customers - Manages long-term relationships and ensures high customer satisfaction
Defining Result Outcomes
Achieve Sales Target - Drive sales aligned with divisional goals to achieve the set targets through sale of Spares, AMC & Accessories
Channel Management - Establishes alliances with the channel partners and the team of dealer/channel partner to drive spare sales and AMCs
Customer relationship management - Build robust customer relationships across the assigned geography to drive spare sales and AMCs
Accounts Receivables - Recommend discount pricing for Spares/ Parts in line with ELGi guidelines and timely collections of account receivables
Inventory Management - Ensure that the inventory of spares and accessories are maintained by the dealers
Sales processes and CRM - Adhere to sales processes
Defining Enabling Outcomes
Achieve Sales Target - Drive the team of the dealer and support them to achieve the sales targets. Collaborate with service team for revenue thru spare sales from direct customers
Channel Management - Build meaningful and mutually beneficial relationship with the dealer principal and the associated team.
Customer relationship management - Regularly visit the end customer with the dealer sales/service engineer to foster robust relationship.
Sales processes and CRM - Keep self-updated with the sales processes
Account Receivables - Coordinate and govern timely collection of payment from customers through dealer team
Inventory Management - Work closely with the channel partner resources to maintain adequate inventory to meet customer requirements
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