Territory Sales Manager

TVS Motor; Bengaluru, Delhi, Mumbai; On-site; INR 900,000 - 1,400,000; Full time

Job summary

TVS Motor is seeking a role focused on achieving strong retail sales, building a best-in-class customer experience, and driving network productivity. The position involves dealer development through focused daily work management, people development, and digital initiatives at dealerships.

Key responsibilities include forecasting retail and billing plans with dealers, planning BTL actions, and conducting cluster meetings to reward high performance while ensuring adequate working capital and

Responsibilities

• Achieve retail sales volume and establish best-in-class customer experience.
• Improve the network (AMD/AD) productivity, expansion and working capital management for consistent business growth.
• Develop dealers through daily work management, people development and digital initiatives at dealerships.
• Establish TVS sales standards at dealerships-AMD/AD/Branch.
• Visit dealerships per guidelines and verify standards and processes.
• Build and sustain process improvements to drive results.
• Forecast retail and billing plan (model-wise/variant-wise) with dealers for next month.
• Plan BTL actions by dealer/AD to meet monthly model-wise retail targets and assess action effectiveness.
• Conduct monthly AMD/AD cluster meetings to reward top performers and share best practices.
• Ensure dealers/AD have adequate working capital as per company norms.
• Identify market gaps for network expansion (AMD/AD).
• Ensure availability of enablers (Retail Finance/Exchange) to boost volumes.
• Develop TVS culture and working practices using SDCA/PDCA and 7QC tools.
• Develop dealer sales teams through selection, training, coaching and mentoring.

Job description

Purpose of the role

1. 1.Achieve retail sales volume & establish best in class customer experience.
2. 2. Consistent business growth by improving the network (AMD/AD) productivity, expansion and working capital management
3. 3. Continuous focus on dealer development through robust daily work management, people development and digital initiatives at dealerships.

2. Role Description

SOP

1. 1.1 Establish the TVSM sales standards at the dealerships-AMD/AD/Branch
2. 1.2 Visit dealerships as per guidelines and check the standards/process
3. 1.3 Build and sustain the process for results through continues improvement
4. 2.1 Forecast retail & billing plan( Model-wise, variant-wise) along with dealers for next month plan
5. 2.2 Plan BTL actions (Dealer-wise/ AD-wise) to ensure achievement of model-wise retail plan for the month. Also check effectiveness of BTL actions
6. 2.3 Conduct monthly AMD/AD cluster meeting at dealerships to reward and recognise best performance and deploy best practice horizontally
7. 2.4 Ensure Dealer/AD have sufficient working capital as per company norms
8. 2.5 Identify the potential market gaps for the network expansion (AMD/AD)
9. 2.6 Ensure availability of enablers (Retail Finance/ Exchange) to improve business volumes
10. 3.1 Develop TVS culture and way of working through demonstration of TVS values and guiding principles ( SDCA,PDCA, 7QC tools)
11. 3.2 Develop dealer sales team through selection, training (Product, process, behaviour), coaching and mentoring