Head Sales & Marketing - Commercial Mobility - International Business

Job Purpose:

To lead and accelerate the growth of the Commercial vehicle Business in international markets, encompassing 3W Passenger, 3W Cargo, and Tricycle, by defining and executing robust distribution channels, Service and sales strategies, and ensuring profitable volume growth. The role is pivotal in driving market expansion, institutional and retail penetration, and building a strong customer and channel ecosystem across IB. To take the current USD 400 million+ business to USD 1 billion in 3 years and onwards.

Key Responsibilities:

Business Strategy & Planning

Define TVS Motor's end-to-end IB CMB Growth Strategy to surpass USD 1 billion in revenue in 3 years, Translate strategic intent into executable roadmaps and put the strategy to execution with available resources.

Hold full accountability for international P&L performance, including topline growth, margin delivery, and cost discipline.

Develop dedicated and exclusive distribution & network policy ; execute annual business plans for 3W Passenger, 3W Cargo, and Tricycle portfolios aligned with IB's growth vision.

Define short-term and long-term sales and marketing strategies for IB markets to achieve volume, market share, and revenue targets.

Identify new business opportunities, segments, and markets to expand the brand footprint and achieve the Topline and bottom-line objectives year on year.

Create Strong Retail Finance collaborations across markets to improve & penetrate retail finance for IB CMB Business.

Sales Operations Management

Design and own go-to-market strategies, including channel structure, pricing architecture, and customer propositions.

Create durable, locally anchored international operating platforms by combining go-to-market execution with CKD/SKD assembly set-ups, local sourcing networks, and FTA-optimized manufacturing and trade strategies—building scalable, competitive, and regulation-resilient businesses across priority markets.

Put in place strong operating cadence, forecasting, and performance management mechanisms across markets. Strategize sales performance across regions & countries, Execute the strategies with strong DWM rigor and operational efficiency

Drive retail, wholesale, and secondary sales efficiency through strong process adherence and dealer engagement.

Partner with Supply Chain and Production teams to ensure demand forecasting accuracy and timely product availability. For Cargo business, build market specific body application (Fabrications) to suit customer needs in different segments.

Channel & Network Development

Strategically plan and expand the dealer and sub-dealer network in alignment with market potential and customer coverage requirements.

Evaluate and onboard new channel partners to ensure strong representation in key markets. (including dealers & distributors)

Strengthen dealer capability through structured engagement, performance management, and profitability improvement initiatives.

Team Leadership & Capability Building

Lead, mentor, and motivate a high-performing sales, planning and marketing team across Head office & regions to deliver results.

Drive a performance-driven culture through effective goal setting, reviews, and developmental feedback.

Build sales capability through training interventions on product knowledge, market intelligence, and digital tools.

Customer & Market Insights, MIS

Track competitive activities, pricing, and market trends to identify business risks and opportunities.

Leverage data analytics and BI tools to drive informed sales decisions and performance visibility.

Ensure continuous improvement in customer satisfaction and brand loyalty through field feedback and corrective action.

Cross-functional Collaboration

Collaborate with IB divisional team, Marketing, Service and Product Planning teams to ensure seamless execution of business strategies.

Partner with the Service team to enhance customer experience and aftersales support and improving NPS.

Work closely with Finance on pricing, improving CAME (profitability), credit control, and dealer profitability management.

Experience, Skillsets & Competencies

20+ years of experience in Automobile Sales, with at least 10+ years in international business & 5+ years in a senior leadership role (BU P&L experience). Proven end-to-end P&L leadership of relevant scale and complexity. Demonstrated experience building and scaling international businesses (beyond export management). Credible global operating experience with on-the-ground market exposure. Experience designing and leading distributor-led or partner-led go-to-market models. Ability to operate effectively in ambiguity and build while executing. Strong executive presence with effective communication and influencing skills. High commercial judgement with strong analytical capability.

Global mindset with cultural sensitivity and ability to lead diverse teams. High integrity, maturity, and strong alignment with TVSM values

Exposure to 3W/SCV/LCV/EV business is preferred.

Internal and External Interactions

Internal - Divisional teams IB, Product planning team, Marketing, Finance

External - Channel Partners, Financiers (both banks & NBFCs)

Experience: 20-25 years

Key Skills

Scaling Bus and P&L experience

Strategic thinking and execution

International market Operational knowledge

Leadership and team management

Financial acumen

Negotiation and stakeholder management

Customer-centricity