Senior Manager-Part Sales Service Network

Tata Motors; Ernakulam; On-site; INR 750,000 - 1,100,000; Full time

Job summary

Tata Motors is seeking a Field Sales professional to increase Tata Genuine Parts penetration in authorised workshops. You will drive stock planning, availability, and demand fulfilment across the territory while coordinating with distributors and service partners.

The role targets continued growth, pricing and market expansion for both existing and new models. Candidates should have 3–4 years in automotive sales, with BE/BTech in mechanical/auto engineering and familiarity with SAP/CRM.

Qualifications

• BE/BTech in Mechanical or Automobile Engineering; MBA optional.
• Experience in automobile industry and B2B/channel sales.
• Knowledge of SAP, CRM and channel management.

Responsibilities

• Drive stock planning, availability and demand fulfilment in assigned territory.
• Achieve sales targets for primary and secondary parts sales.
• Coordinate with distributors and workshops for timely parts supply.
• Manage financial health of channel partners and receivables as needed.
• Train retailers and partners on products and stock management.
• Engage with internal teams to improve DSI, CSI, TSI and NPS metrics.

Skills

Analytical Skills

Technical Skills

Communication Skills

Interpersonal Skills

Relationship Building skills

Negotiation Skills

Selling Skills

Time Management Skills

Problem Solving Skills

Service Orientation

Business Acumen

Education

BE in Mechanical/Automobile Engineering

MBA (optional)

Tools

SAP

CRM

Job description

Purpose of the Role

The role is responsible for increasing the penetration of Tata Genuine Parts in authorised workshops by driving the availability of parts throughout the assigned territory. It involve working closely with distributer to ensure the availability and consumption of parts by executing sales and demand fulfilment strategy leading to increase sales and market share. It also involves ensuring parts availability of NPI models.

Job Responsibility

1. Sales Planning and Execution:

Drive effective stock planning by monitoring stock levels, supply constraints and demand levels and also ensure that fast moving parts are replenished through auto ordering system
Ensure the availability of parts for newly launched vehicles
Drive adherence to sales process guidelines set by the organization
Drive primary part sales and ensure targets are achieved within respective territory and drive secondary sales through consumption demand
Ensure demand fulfilment by coordinate with workshop, distributers and internal team to ensure that product is available when required:
Drive sales targets in the respective territory by execute various demand generating activities like schemes, holding mechanic meets, Customer meets
Coordinate and ensure the proper movement and supply of parts with PHQ
Improve turnaround time TAT by ensuring the availably of parts availability and improve the following scores: DSI, CSI, TSI, NPS, CEI
Ensure the timely handling of channel partners and customer complaints including resolving payment issues, claims settlements and product availability
Actively explore growth opportunities to increase market share and expanded the network to meet business objectives
Develop a deep understanding of the market and competition in assigned area and use insights on competition pricing and distribution strategies to help improve organizations own strategies and tactics

2. Financial Management:

Monitor and ensure channel partners financial health by helping secure availability of financial options, conducting stock analysis and receivable management
Monitor over dues of dealers and distributers in assigned area and take actions when required

3. Relationship Management:

Work collaboratively with channel partners to understand their issues and be an integral part in providing solutions at various levels
Collaborate and maintain channel partner communication and share best practices

4. People Management:

Maintain up to date product knowledge and actively provide training and educate to the retailers, mechanics, fleet operators and channel partners regarding product and the usage of genuine spare parts.
Instilling the importance of resolving customer complaints received by distributors and guiding them on best practices for handling tricky situations in a timely manner. Also training them on importance of stock keeping, timely ordering of parts, DPM, TPM, new products and new initiative

Stakeholder Profiles & Nature of Interactions

Internal

Warehouse
Servicing of Orders, providing e-permits.

Central Logistics team
Tracking shipments

Tech Cell
Tech Cell

External

Distributors
For order planning, Payments, review on regular basis

Dealers
For order planning, Payments, review on regular basis

TASS
For order planning, Payments, review on regular basis

Key account Customer
Create the awareness about TGP benefit and resolve the parts availability issue

Transporter
For claims and timely delivery of consignments

Desired Candidate Profile

• Education B E (Mechanical / Automobile Engg) : Optional MBA from renowned B school
• Relevant Experience: 3-4 years
• Experience in Automobile Industry
• Experience in B2B or Channel Sales or Auto Component Sales
• Knowledge of English , Hindi & Regional Language is a Must
• Technical Knowledge of Spare Parts
• Knowledge SAP, CRM
• Knowledge of Channel Management and Supply Management

Skills & Competencies

• Analytical Skills
• Technical Skills
• Communication Skills
• Interpersonal Skills
• Relationship Building skills
• Negotiation Skills
• Selling Skills
• Time Management Skills
• Problem Solving Skills
• Service Orientation
• Business Acumen