Purpose of the Role

To achieve the sales of new vehicles range in the assigned dealerships in order to achieve the desired volumes, market share & CX.

Job Responsibility

1. Planning, Forecasting and Meeting Sales and downstream business targets:

Ensure periodic (Monthly & quarterly) sales projection - dealer wise / model wise using seasonality /market trends / pipelines / bulk deals etc.

BTL /ATL Plan and execution towards the results and review mechanism by weekly PDCA

Monitor the enquiry generation thru various sources and TD penetration to help drive conversion ratios which thus increases the pipeline.

Drive volumes and target achievement (segment wise and product wise) through network and sales team and hence achieve targeted Market share for each segment (personal & B2B)

Regular influencers/fleet operators/financiers meets for maintaining the relationship and to track bulk orders

2. Dealer Management:

Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc.

Implementation of processes at dealership like ageing GF/PF, pending follow ups updating, same day GF to Retail

Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc and work closed to improve profitability.

Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions.

Timely Submission and coordination with regional finance team in settlement of dealer claims.

Adherence on infringement policy with in the dealers to improve dealer retention& profitability.

Coordination with logistics department for timely billing and dispatches to avoid delay in deliveries.

3. Team Management:

Identifying manpower and training needs of dealer sales team and ensure the same

Based on low performance & low SSI score identify training needs of CA's, and support better performance and overall productivity

Ensure timely disbursement of sales team incentives & R&R; programs to the sales team for better motivation and retention.





Timely submission of required reports and updates to SH & to other supporting depts.

4. Network:

Ensure DI norms/manpower availability/productivity in Fclass/NED's and update the same to Network team

Update to network team on competition network expansion in the territory & inputs on our presence

Handholding new dealers closely for the first yr of their operations along with sales team.

5. Ensuring Best in Class Customer Experience:

Implement the SSI process at dealerships, conducting regular reviews with CRM/GM/DP & dealer sales team, and need to create action plan and execute for SSI improvement.

Drive retail excellence initiatives like NAVRATNA, monitor scores and intervene as and when required for guiding corrective actions

Monitoring the timely resolution of customer complaints within TAT & take steps for process improvements to ensure that similar complaints don't repeat

6. Supporting Market Intelligence:

Ensuring through regular customer feedback capturing and escalate the same to NSH

Track competition activities, sales trends, consumer schemes & dealer incentive programs through retail marketing teams in order to stay competitive in the field actions.

Stakeholder Profiles & Nature of Interactions

Internal:

RM/ZM

Review and support related to ETBR management, review of dealership performance, credit collections, outstanding, claim process settlement etc.

External:

BTL Agencies

ATL/BTL activation

Financers & PSU's

Financial Scheme preparation for targeted product

Dealers

ETBR, Manpower training, territory coverage, Working capital requirement, Market intelligence based on competition analysis

Competition OEM

Market intelligence

Desired Candidate Profile

- B.E/B.Tech or Any Graduation + MBA
- 3-15 years’ experience in sales and channel management
- Automobile/Auto Ancillary/Consumer Durables/FMCG

Skills & Competencies

- Financial acumen
- Technical skills
- Communication skills




- Negotiation Skills
- Data Analytics

Tata Motors is an Equal Chance Employer, committed to a fair and transparent hiring process. All recruitment decisions are based strictly on Merit, Role alignment, and Business requirements. It does not solicit or accept any form of payment or gratuity from candidates at any stage of the recruitment process. Any such request received should be considered fraudulent and reported immediately.

About Tata Motors:

Part of the USD 180 billion Tata group, Tata Motors Limited (BSE: 500570; NSE: TATAMOTORS), a USD 52 billion organization, is a leading global automobile manufacturer of cars, utility vehicles, pick-ups, trucks, and buses, offering an extensive range of integrated, smart, and e-mobility solutions. With ‘Connecting Aspirations’ at the core of its brand promise, Tata Motors is India’s market leader in commercial vehicles and ranks among the top three in the passenger vehicles market.

Tata Motors strives to bring new products that captivate the imagination of GenNext customers, fuelled by state-of-the-art design and R&D; centres located in India, the UK, the US, Italy, and South Korea. By focusing on engineering and tech- enabled automotive solutions catering to the future of mobility, the company’s innovation efforts are focused on developing pioneering technologies that are both sustainable and suited to the evolving market and customer aspirations. The company is pioneering India's Electric Vehicle (EV) transition and driving the shift towards sustainable mobility solutions by developing a tailored product strategy, leveraging the synergy between Group companies and playing an active role in liaising with the Government of India in developing the policy framework.

With operations in India, UK, South Korea, Thailand and Indonesia, Tata Motors markets its vehicles in Africa, the Middle East, Latin America, Southeast Asia, and the SAARC countries. As of March 31, 2025, Tata Motors’ operations include 93 consolidated subsidiaries, two joint operations, four joint ventures, and numerous equity-accounted associates, including their subsidiaries, over which the company exercises significant influence.

📌 Senior Manager -Territory Sales Manager (Pune)
🏢 TataMotors
📍 Pune