Role Name: Area & Territory Sales Manager

Reporting To (Solid): Regional Sales Manager

Matrix Reporting To (Dotted):NA

Grade: CG23-24A

Business Unit: LCV

Department: LCV

Sub Department:

Location: Regions

Number of People Mapped to the Role: 77

Job Purpose

Direct Reports (Position Title)

Resources To drive sales growth within the designated geographic area or territory and managing dealerships effectively to increase the market share of LCV products and dealer engagement/satisfaction.

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Team Size

Direct

Total Team Size (On rolls): 77

Financial Dimensions

Revenue/ Budget Managed: 10-12 Crs

Non-Financial Dimensions

No. of Vendors/ No. of Products Managed:

Main Accountabilities

Qualifications & Experience

· Bachelors of Engineering plus MBA

· Prior Automotive experience preferably in commercial is required.

· A person willing to travel

· Data Driven/Analytical

· Basics of Automotive & Financial Knowledge

· Sales background preferred

Key Challenges of the Role

· Influencing Stakeholders

· Changing Market Conditions

Key Decisions Taken Independently

· Dealership Motivation Schemes to specific dealers

· Network Expansion (Secondary Outlet) to specific dealers

· Dealer Manpower requirement to specific dealers

· Financial tie ups with specific dealers

Areas where supervisor’s guidance/approval is required

· Competitive scheme communication

· Network expansion (Primary)

· On all above decisions taken independently

Product Knowledge:

· Stay updated on the features, specifications, and benefits of different vehicle models.

· Train sales representatives and dealership staff on product knowledge and selling techniques.

· Ensure that sales staff are equipped with the necessary information to effectively communicate with customers.

Market Analysis





· Conduct market research to identify customer needs, preferences, and trends.

· Monitor competitor activities and market trends to identify opportunities and threats.

· Use sales data and analytics to assess market performance and identify areas for improvement.

· Provide feedback to senior management on market conditions and sales performance.

Dealer Management

· Build and maintain robust relationships with dealerships and other stakeholders.

· Provide support and assistance to dealerships to maximize sales opportunities.

· Address any issues or concerns raised by dealerships promptly and effectively.

· Collaborate with dealerships to develop and implement promotional campaigns and events.

Sales Management

· Oversee sales activities within a designated geographical area.

· Develop and implement sales strategies to achieve targets.

· Manage a team of sales representatives and dealership staff.

· Conduct regular sales meetings and provide guidance and support to the team.

· Set sales targets for individual team members and monitor performance.

Administration and Reporting:

· Prepare regular reports on sales performance, market trends, and competitor activities.

· Monitor inventory levels and ensure that dealerships have an adequate supply of vehicles.

· Coordinate with other departments, such as marketing and finance, to ensure alignment of sales activities with overall business objectives.

Team Development:

· Recruit, train, and develop sales representatives and dealership staff.

· Provide ongoing coaching and support to help team members improve their sales skills and performance.

· Conduct performance evaluations and provide feedback to help team members reach their full potential.

JD Written by

Satyanarayana GVV

JD Approved by

Satyanarayana GVV

Role Incumbent Name: Saravanan

📌 Territory Sales Manager - Chandigarh
🏢 Ashok Leyland
📍 Chandigarh