Head of Department

1. JOB PURPOSE

To plan and execute Regional Strategies to achieve Sales Business Plan through mining, hunting and management of team to maximize market share and to achieve Customer Satisfaction and overall growth & profitability targets of the region.

1. PRINCIPAL ACCOUNTABILITIES

Accountabilities

Major Activities

Key Performance Indicators

Regional Strategy

• Cascade targets to team
• Create and maintain a strong funnel
• Monitor competitor offerings, price movements etc.
• Analyze competitor strategies and white space mapping
• Prepare and monitor implementation of Auto OEM segment marketing strategy
• Revenues from Auto OEM segment (INR)
• Share of business from key accounts (%)
• Value of RFQs generated (INR)

Growth in share of business from existing and new customers

• Make sustained efforts to increase share of business from existing and new customers
• Visit existing customers for building relationship & finding ways and means to increase business
• Ensure timely submission of Quotations against RFQ's
• Visit potential customers seeking new business opportunities
• Increase in market share (%)
• Revenues from new customers (INR)
• Revenues from new products (INR)
• Customer satisfaction index Improvement

Demand Forecasting as per Inventory norms

• Help KAM prepare and moderate Rolling Demand forecast
• Coordinate and remove bottlenecks faced by team for ensuring zero delivery failure
• Accuracy of Demand Forecast
• Adherence to delivery schedules

Receipt of payments from the customers

• Reviewing outstanding payments
• Mobilizing and helping team for timely reconciliation and payment realization
• Payments outstanding (Amount & Days)

Help create more leaders

• Allocating and reviewing work
• Delegate and empower KAM's
• Promote teamwork
• Identify skills gaps
• Ensuring execution of required trainings, projects to develop skills
• Lead from front to motivate and provide resources
• Guide and Coach team
• Adherence to Training Target % / Training Man-days
• Development projects executed versus targeted
• Improvement in Competency index
• 360-degree feedback

Non- availability of niche technology products

Stiff competition from technology leaders on one hand and Low-cost suppliers on the other hand

1. KEY DECISIONS

Mention the authority that the jobholder has; typical decisions made by this position

Recommendations made by this position for decision by the superior

Decision (self)

Decision Recommended to Superiors for approval

If Quote higher than total cost

If Customer target less than total cost

Price- Business impact analysis

Price decrease demanded by customer

Rolling Plan change after analyzing fluctuating customer demand

Implementation in manufacturing plan for the change

Management of Team to deliver results on QCDDM Parameters

Recommendation with details for entering new Product segment

For final approval

1. INTERACTIONS

(Mention the Interactions - internal and external in the job but do not include the interactions with boss or subordinates. Also, mention the nature/purpose of the interaction)

Internal Interaction

Job/ Role you need to interact with Internally in the organization to enable success in your day-to-day work

Interaction with

Purpose

R&D – All segments

RFQ, New Product development, resolution of technical queries of customer

SCM & Logistics

Material availability on time

Finance & Budget

Costing, Reconciliation & Payment Realization, Financial Data

External Interactions

Job/ Role you need to interact with outside the organization to enable success in your day-to-day work

Interaction with

Purpose

Customer

To Retain and Expand business in Existing customers and Enter in New Customers

Logistics Providers

Ensuring timely delivery to customer and Compliance matters

1. SKILLS AND KNOWLEDGE

(Mention the basic minimum entry level requirements for this job in terms of educational qualifications, professional experience, and competencies)

Educational Qualifications / Technical Training/ Certifications

BE / B.Tech., Preferably MBA

Relevant and total years of Experience

13 to 15 Years of working in Sales & Marketing in the Automotive sector

Functional Skills

• Customer Relationship Management
• Knowledge of Automotive field
• Sharp Analysis, Reasoning
• Negotiation
• Presentation Skills

Behavioral Skills

• Excellent Communication skills
• Negotiation skills
• Sauvé and good interpersonal Skill
• Good listener
• Collaboration skills
• Decision making skills