Department: Commercial Operations

Organization: Lata Motors

Designation: Commercial Leader

Location: As per business requirement

1. Role Purpose To drive commercial vehicle business growth, profitability, market share, and customer satisfaction by leading sales and commercial operations, developing dealer networks, managing key accounts, and ensuring effective execution of business strategies in the assigned territory.

2. Key ResponsibilitiesA. Business Development & Sales Growth

- Develop and execute business plans to achieve sales volume, revenue, and market-share targets.
- Identify new business opportunities across fleet operators, logistics companies, infrastructure, mining, construction, and institutional customers.
- Drive customer acquisition, retention, and expansion of existing accounts.
- Monitor market trends, competitor activities, and customer requirements to identify growth opportunities.

B. Commercial & Profitability Management

- Monitor sales performance, product mix, pricing, margins, and commercial profitability.
- Develop and implement strategies to improve business contribution and overall profitability.
- Manage commercial negotiations, discounts, schemes, and sales-related approvals within company guidelines.
- Track sales forecasts, order pipelines, billing, collections, and outstanding receivables.

C. Dealer & Channel Management

- Strengthen dealer relationships and improve network performance.
- Review dealer sales targets, retail performance, stock availability, and customer engagement.
- Support dealer capability development, business planning, and market expansion.
- Ensure compliance with company policies, commercial processes, and contractual requirements.

D.



Key Account & Customer Relationship Management

- Build and maintain relationships with fleet owners, corporate customers, transporters, and institutional buyers.
- Lead negotiations for large-volume business opportunities and fleet deals.
- Coordinate with finance, service, spare parts, and other teams to deliver integrated customer solutions.
- Resolve escalated commercial issues and improve customer satisfaction.

E. Team Leadership & Performance Management

- Lead, coach, and develop the sales and commercial team.
- Establish clear performance objectives, review KPIs, and drive accountability.
- Conduct periodic business reviews and implement corrective action plans.
- Promote cross-functional collaboration and a performance-driven culture.

F. Business Planning & Reporting

- Prepare annual, quarterly, and monthly business plans and sales forecasts.
- Analyze performance against targets and recommend corrective measures.
- Monitor key business metrics, including sales, market share, margins, collections, and customer acquisition.
- Present business reviews and strategic recommendations to senior management.

G. Governance & Compliance

- Ensure adherence to company policies, pricing guidelines, financial controls, and applicable laws.
- Maintain accurate business documentation and commercial records.




- Identify commercial risks and implement appropriate mitigation measures.

3. Key Performance Indicators (KPIs)

- Sales volume and revenue achievement.
- Market share growth.
- Gross margin and business profitability.
- Dealer performance and network productivity.
- Key account acquisition and retention.
- Forecast accuracy and order conversion.
- Collection efficiency and reduction in overdue receivables.
- Customer satisfaction and complaint resolution.
- Team productivity and target achievement.
- Compliance with company policies and processes.

4. Qualifications & Experience

- Bachelor's degree in Business Administration, Marketing, Commerce, Engineering, or a related discipline.
- MBA or postgraduate qualification in Marketing, Sales, or Business Management preferred.
- Relevant experience in commercial vehicle sales, automotive sales, channel management, or commercial operations.
- Experience in team leadership, business planning, financial analysis, and customer negotiations.
- Robust understanding of commercial vehicle markets, dealer operations, fleet customers, and competitive dynamics.

5. Core Competencies

- Strategic and commercial acumen.
- Sales leadership and business development.
- Financial and profitability analysis.
- Negotiation and stakeholder management.
- Customer relationship management.
- Data-driven decision-making.
- Team development and execution excellence.
- Communication, problem-solving, and analytical skills.

Interested candidates can apply directly on Indeed or share their CV at: Email: [email protected]

Pay: ₹25,000.00 - ₹45,000.00 per month

Work Location: In person

📌 Commercial Leader – Tata Motors Commercial Vehicles (Balasinor)
🏢 Lata Motors
📍 Balasinor