Area Sales Manager

AREA SALES MANAGER - RENAULT INDIA PRIVATE LIMITED

JOB LOCATION: Mumbai/ Gurgaon/ Kolkata

Principal Accountabilities:

1. Territory Sales Volumes:

Efficient management of Renault India commercial budgets.

Implementation of commercial activity campaigns.

Manage new model launches at the dealership end.

Ensure achievement of dealerwise wholesale targets.

2. Market Share (based on TIV):

Study competitor efforts and strategies in the territory and share relevant insights with H.O. teams.

Provide feedback on the efficiency of dealer programmes.

Microlevel monitoring of dealership local marketing activities.

Collaborate with Marketing to enhance brand visibility in the territory.

3. Customer Retention:

Monitor the dealership's Lost Customer Database.

Conduct RCA for enquiries not converted into bookings.

Strengthen dealership referral programmes.

Implement initiatives to improve customer experience (CX) across the dealer network.

Ensure dealer staff are trained per RIPL guidelines.

4. Dealer Relationship Management:

Assist the Business Manager with dealer financial performance issues.

Oversee dealer stock management to control ageing and improve stock turn.

Build professional and motivational relationships with Sales Consultant teams.

Ensure achievement of quality and profit objectives for assigned dealers.

CHALLENGES:-

Role Complexity:

• Difficult to influence the DP (Dealer Principal)
• Customize the dealershipprofitabilitymodel specific to the DP.

Solution Mechanism:

• Difficult to work with fluctuating market uncertainties
• Establish strong connections at competitor OEMs, competitor dealerships, and local government bodies.

KEY INTERACTIONS:-

Internal:

Network Development team

Field After Sales & Field AXS teams

H.O. Teams (Sales Planning; Customer Care)

Finance Department

External:

Dealership Principals and Dealership Staff

Banks & Financiers (in the assigned territory)

KNOWLEDGE & SKILLS:-

Qualifications :

U.G, Degree in Mechanical / Automobile Engineering : B.E / B.Tech

Post Graduate Degree (MBA) or Diploma (PGDBM)

Relevant Experience :

Similar position in Channel Sales business with OEMs ; minimum 5 10 yrs of Field Experience

Core Competencies :

1. Commercial Acumen

2. Product Knowledge

3. Focus on Dealership Profitability

4. Competition Awareness

5. Customer Focus

6. Relationship management Skills (DP)

7. Collaborative Team Player, 8. Adaptability & Flexibility

9. Leadership (training & motivating dealership staff)