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Deputy Area Sales Manager

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Date: 09-Apr-2019

Location: Ranchi, IN

Company: Mahindra & Mahindra Limited

The M&M ecosystem operates in a competitive and fast-changing industry with a robust pipeline of products and diversified customer segments. In order to handle such a complex portfolio, an ASM should essentially focus on his three deliverables and their means to achieve them, namely: (a) Targeted Sales: The uniqueness in M&M’s Commercial Vehicle business is that the walk-in enquiries are limited and inadequate to meet the expected sales, and hence, large number of enquiries need to be generated from field activities & cold-calling, especially for Sub-1 Ton models. Therefore, the ASM should focus to generate adequate number of quality enquiries while ensuring a healthy conversion ratio The ASM, thru’ Dealer Sales Manager (Dealer-SMs), Team Leaders (TLs), and Sub-1 Ton Sales Star, must Maximise Conversion Ratio & ensure each Sales Consultant (SC) meets the Retail-norm - Accompany SCs & RRCs on Field Sales Calls to support & coach - Liaise with Local Sales Managers of key Financiers to get better Finance Schemes, conduct events (e.g. Loan Mela) & to facilitate quicker finance approvals - Build Capability of SCs with the help of Dealer-SM & Dronacharya, in collaboration with DMD to enable them a) Do Competition comparison, b) Adapt segment sales-talk, c) Increase Conversion Ratios - Coach Dealer-SMs & TLs on effective Enquiry Management—TLs to do enquiry-wise review and Dealer-SMs to do product-wise reviews |AND| Ensure adequate number of quality enquiries are generated - Design Segment-specific Activities. Ensure timely planning & execution. Review efficacy - Get the Dealer-SMs to make and execute a systematic model-wise cold-calling plan - Leverage the network of DTTs & key Brokers to get quality enquiries - Do local market-visits to identify new segments & potential - Liaise with key Brokers to facilitate easy exchange of Used Commercial Vehicles (a) Customer Satisfaction: Why does the Area Sales Manager (ASM) exist: What is his Playing Field: What should the ASM focus on to achieve his goals: Job Description & Ways-of-Working ASM-Commercial Vehicles © Mahindra and Mahindra Ltd. Page 3 l 12 ASM plays a pivotal role in our endeavor to be seen as one of the most Customer Centric organization. Towards this regard, ASM must review his dealership based on the feedback M&M seeks from its customers and prospects. He must: a) Ensure delightful experience for prospects and customers b) Track customer concerns and Review the gaps found in delivering Crusade c) Conduct Root Cause Analysis on recurring concerns d) Interact with Hot & Red Hot customers to ensure concern closure with satisfaction (b) Dealer Profitability: As one of the key stakeholders in our business, it is the accountability of the ASM to ensure channel partners are evolving into a more profitable entity in their journey towards excellence. He plays the role of an advisor to the Dealer Principal on improving productivity, optimizing costs and generating revenue from alternate streams & allied business. He must: a) Review showroom profitability b) Ensure adequate working capital and rotation of funds c) Control ageing of stock What all is the ASM to del


Job Segment: Automotive

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