Head – Sales (HO)/ (Raipur & Nagpur)

Level: HO Level 2 | Reports to: HOD

Function: Sales (80%) & Operations (20%)

Responsible for developing and implementing sales strategies to achieve AOP

and growth against AOP. Require 80% of focus on Sales and 20% focus on operations

1. Develop and implement sales strategies to achieve the dealership's sales targets and

objectives. responsible for sales revenue and activity in multiple market/product

segments or regions.

2. Consistently delivers profitable growth in all LOBs and Segments by working with and

through the entire salesforce to provide customers with valued Cummins solutions. and

design AOP accordingly

3. Builds and maintains outstanding relationships with key customers and business

leaders by maintaining at least half yearly face-to-face visits with key customers

management.

4. Supervise, coaches, motivates, and support the sales team to ensure they meet sales

goals and objectives. Review proactively and ensures timely and closure of Sales

pipeline to meet AOP.

5. Set and manage budgets for the sales and marketing departments. Design AOPs for

the team

6. Coordinate with Business Development team for successful new product launches.

7. Plan and execute marketing campaigns to create excitement and demand for new

products.

8. Ensure all sales and marketing activities comply with relevant laws, regulations, and

ethical standards.

9. Oversee inventory levels and ensure an adequate stock of and spare parts to meet

customer demand. Min Max level of Inventory

10. Achieve or exceed balanced scorecard targets for the organization and take actions on

improvement plan

Qualifications

Strategic Vision: The ability to develop a clear and forward-looking sales and marketing strategy aligned with the dealership's overall business goals.

Leadership: Leading and inspiring a team of sales and marketing professionals to achieve

targets and implement effective campaigns.

Sales Expertise: A deep understanding of sales processes, customer relationship

management, and lead generation strategies.

Articulating Value Proposition - Interprets internal and external needs of high value key

customers, explains, and demonstrates products, solutions, and services to meet customer's

specific needs to differentiate against competition.

Financial acumen - Interpreting and applying understanding of key financial indicators to make

better business decisions.

Market Knowledge: In-depth understanding of market trends, customer preferences, and

competitor activities to identify opportunities and threats.

Customer-Centric Approach: An emphasis on understanding customer needs and preferences

to tailor sales and marketing efforts effectively.

Team Management: Managing and motivating a diverse team, delegating tasks, and fostering

a collaborative work environment.

Business Development: Identifying and pursuing new business opportunities, partnerships, and

collaborations to expand the dealership's reach.

Budget Management: Skill in allocating resources effectively, managing budgets for sales and

marketing initiatives, and optimizing return on investment.

Negotiation Skills: Negotiating partnerships, contracts, and deals that benefit the dealership's

growth and profitability.

Ethical Conduct: Upholding ethical standards and compliance in all sales and marketing

activities.

Education, Licenses, Certifications:

Qualification: University or college degree in Sales or Marketing, Technical or related

subject required

MBA degree in Sales & Marketing preferred.

Experience:

Min 15 + years of Sales experience and aftermarket sales experience required.

Significant level of relevant work experience as a sales representative and other sales support

function desirable.

Key Performance Indicators:

AOP achievement and % growth over AOP

Achievement of Profitability Growth

Segment/LOB AOP achievement and growth

Net promoter Score: Employee and Customer