Senior Manager - Territory Sales Manager

Tata Motors; Thane; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Tata Motors is seeking a seasoned EV/PV Retail Sales Leader to drive personal customer sales across assigned regions in Maharashtra. You will spearhead retail targets, manage micro-market activations, and collaborate with dealerships and internal teams to optimize lead generation and conversion.

You will guide product specialists, develop city-specific market activation plans, and ensure effective customer pipeline management while delivering superior customer experiences in a fast-evolving EV

Qualifications

• 5-15 years of sales and marketing experience in EV/PV.
• Deep knowledge of EV/PV sales processes and dealer management.
• Strong written and verbal English with local language familiarity.
• Proven ability to lead and develop sales teams.
• Experience in market activation, tie-ups, and customer schemes.

Responsibilities

• Drive EV/PV retail sales volumes and market share in the assigned region.
• Deliver city/region retail targets through dealerships and alternate channels.
• Manage Store-in-Store/Experience Centre micro-market activations to optimize lead generation and conversion.
• Interface with PV TSMs to secure dealer focus and support to achieve retail targets.
• Optimize test drives and conversions through dealer-driven initiatives.
• Develop market intelligence on customer preferences and opportunities and share with EV/PV Retail Head.
• Develop and manage region-specific tie-ups to increase value proposition of EV/PV.

Skills

Effective communication

Influencing skills

Team leadership

Target driven

Accountability

Change management

Data-driven

Education

BE/BTech + MBA

Job description

Purpose of the Role

The position will be responsible for driving retail sales of Passenger Electric Vehicles to personal customers in assigned regions to achieve business objectives in terms of volumes, market share and customer experience; the incumbent is to provide focus to EV retail efforts, including market activation, tie-ups, customer & pipeline management Lack of focus for EV retail in a primarily ICE focused dealership structure; limited EV ecosystem development and activation for personal segment buyers.

Job Responsibility

• Driving EV/PV Retail Sales volumes & Market Share:
• Deliver Retail targets for the city/region through dealership as well as alternate channel sales teams
• Direct responsibility of managing sales in Store-in-Store/Experience Centre's Micro-market activation: Identify, optimize and conduct micro market activations within the region to optimize lead generation and conversion
• Interface with dealerships through PV TSMs to seek dealer support & ensure dealer focus to achieve retail targets
• Optimize test drives and conversion through special initiatives executed through dealers and alternate channels
• Develop market intelligence on customer preferences, competitor offerings, key opportunities, etc. and share with Head EV/PV Retail Sales
• Develop and manage region specific tie-ups to increase value proposition of EV/PVs

Manage Customer Relationships

Engage frequently with EV/PV customers & serve as first point of escalation for customers (adhering to SLAs) Share feedback with Charging Solutions & Customer Experience teams

Team Management

Monitor Sales funnel and direct Product Specialists to manage pool of TML Sales executives deployed in alternate sales channels to take appropriate follow-up actions to ensure retail customer satisfaction. Onboard and manage product specialists across relevant sales channels.

Stakeholder Profiles & Nature of Interactions Internal

• Regional Customer Care Manager Specific service campaigns/ communicate service-related issues being faced by retail customers in the region
• Sales Planning Providing inputs on the sales forecast and tracking delivery
• Zonal Retail Marketing Align on EV specific offers
• Charging Solutions/Customer Experience Communicating product/service feedback received on-ground to charging/customer experience team
• PVBU TSM Interface with TSMs to seek dealer support and ensure dealer focus to achieve retail targets.

External

Channel Partners - Direct Feedback/ daily assistance to them to sort issues. Financial Institutions - For financial offerings as required by retail customers (along with RCFI, at times directly).

Desired Candidate Profile

• Education: B.E/ B. Tech (Full Time) & Graduate + MBA Full Time Only
• Relevant Experience: 5-15 years of Sales & Marketing experience with a focus in EV/PV sales.
• Understanding of Competition Product Portfolio and own competitive advantage.
• Ability to communicate with learned and environmentally conscious set of Customers.
• Experience in Value Selling concept of Sales.
• Ability to lead and manage teams and achieve targets; drive product specialists and dealerships to achieve retail targets
• Strong Oral & written communication with good fluency in English language and local language of relevant city/region
• Ability to guide teams in prioritizing and managing customer pipeline without losing sales
• Strong planning & problem solving skills to create city specific market activation plans, tie-ups and customer schemes
• Knowledge of EV/PV sales process and sales resource allocation
• Ability to influence colleagues/ other BU manpower without direct reporting relationship
• Strong sales team leadership experience/ skills, evidenced through track record or references
• Strong experience in Retail customer management, handling escalations and working with multiple internal stakeholders etc.
• Knowledge of EV/PV sales process and sales resource allocation
• Good technical knowledge of EV/PV products along with product features.

Skills & Competencies

• Effective Communication and Influencing Skills
• Ability to drive teams to meet targets
• Result Oriented approach
• Accountability & Ownership
• Ability to change user behavior
• Data Driven