Senior Manager - Sales SCVPU

Tata Motors; Patna; On-site; INR 600,000 - 900,000; Full time

Job summary

Tata Motors in Patna, India is seeking a field sales professional to drive vehicle sales through dealer networks in the assigned territory. The role emphasizes achieving territory sales targets, enhancing customer engagement, and coordinating with partners and internal teams to execute activations and campaigns.

The candidate will monitor performance, manage dealer relations, and contribute to demand generation while ensuring alignment with the Sales & Marketing plan.

Qualifications

• Drives sales in the territory with volume and market share growth.
• Plan monthly targets and marketing activations at dealerships.
• Coordinate with partners and internal teams to drive customer engagement and sales.
• Ensure monthly/annual targets for retail sales and customer satisfaction.

Responsibilities

• Conduct monthly sales execution meetings with dealers and sales team to monitor performance and plan actions.
• Monitor dealers' performance, pipeline, and MIS (Volume, Market Share, Retail tracker).
• Monitor distribution targets and stock levels at dealerships; forecast needs.
• Provide inputs on product improvements and share market intelligence with state product managers.
• Drive trainings for dealer teams on pre-sales and sales processes.

Skills

Sales planning

Dealer management

Market intelligence

Customer engagement

Team coordination

Job description

Purpose of the Role

The role is responsible for driving sales of vehicles through sales volumes and market share and ensuring enhancing customer engagement in the assigned territory. It involves actively managing dealer relationships & driving demand, developing new business and achieving the territory sales targets.

Job Responsibility

1. Sales Planning:

• Drives sales in the specified territory for a particular product line ensuring volume sales, market share growth and enhanced customer engagement in assigned territory
• Plan and conduct monthly target setting including marketing activations at the dealerships in line with forecast/ estimated TIV and sales volume for the assigned territory
• Coordinate with various partners and internal teams to drive customer engagement & sales. Plan and execute monthly activations and provide the necessary support to drive effectiveness while measuring outcomes of activities conducted
• Ensure monthly and annual targets to be achieved in terms of retail sales and customer satisfaction levels as per Sales & Marketing plan.
• Support state product manager in the conversion of mid-to-big sized deals when needed
• Drive the conversion of C4T customers with assigned dealership into Tata Motors fold
• Drive sales and share of business with key accounts customers
• Drive value added sales in the assigned territory and seek support from sales teams on need basis

2. Review and Execution:

• Conduct sales execution meeting on a monthly basis with dealers sales representatives and sales team to monitor performance and to set future action plan
• Execute dealer wise and outlet wise performance to monitor sales pipeline and deploy action plan to different territories based on performance and potential
• Review and monitor MIS of the following: Volume, Market Share, Activity Report, Retail tracker, C4T list and pipeline DSE
• Ensure the execute of distribution of dealership target DSE wise and Micro Market wise
• Provide product wise indent to RSMs as per the agreed schedule
• Capture and review market intelligence through multiple sources, including voice of customer on product/services and regulatory requirements. Explore potential white spaces due to emerging customer expectations
• Review and monitor dealers inventory and ensure that it stays at optimum level through proper forecasting
• Provide inputs on existing product improvements/ development of new products and variants to create differentiation in the market
• Work closely with state product managers to share market intelligence about the product on regular basis

3. Financial Management:

• Monitor liquidation of stock at assigned dealerships to ensure timely payment by financiers and channeling of funds back into the system

4. People Management:

• Drive manpower, infrastructure and processes at dealerships as per TML norms
• Execute trainings for dealer sales team on pre-sales & sales processes, new product features / modifications etc.