Territory Leader Retail - Mumbai Job in Ceat Ltd

Key Purpose of the Job (Position Summary)

The role is designed to drive the sales of special channels with an emphasis on the Car/Jeep segment. The designate is expected to expand the retail channel within the defined geography along with a check on maintaining the profitability in the existing channel partners. The designate should insure complete adherence and respect for the CEAT norms and policies at all Channel Partners. The role would include training of the store personnel and working on BTL activities to increase recall and sales for the Channel Partners.

The Role includes rigorous working with Taxi fleets for acquisition and retention through a consultative model of sales and inclination to improve customer satisfaction.

KEY PERFORMANCE AREAS

• Sales Volume and Revenue achievements in PCR/UVR segment of the Special channel
• Expansion of Special Channel
• Maintaining correct standards and practices across special channels through frequent store audits and training of sales personnel
• Drive PCR/UVR Sales by retention and acquisition of Taxi Fleets and auxiliary channels
• Maintaining the ROP across the Channel
• Increase brand awareness in the defined territory through brand promotion and activations

KEY ACTIVITIES & RESPONSIBILITIES

Sales Operations

• Prepare building blocks to implement the sales strategy and execute the same.
• Ensure achievement of sales target for PCR/UVR segment
• Monitor & critique the retail channel and sales force to maximize CEAT sales and coverage
• Engage with retail channel partner by resolving their problems/challenges with respect to CEAT and its products.
• Drive digitization of the CEAT Shoppes and ensure adoption of software by the dealers
• Conduct store audits to ensure visibility of products, in-store branding, hygiene standards and adherence to CEAT norms and practices.

Engagement of Taxi Fleet and Auxiliary Channel

• Leverage the taxi fleet intelligence by maintaining the database
• Solely drive the PCR/UVR sale in Taxi Fleets via direct and indirect channel.
• Penetration into taxi fleets and other auxiliary channels by timely interventions via BTL/ATL activations
• Periodic intervention in the established sales cycle and maintain the ROP

Service

• Ensure prompt supply of material to retail channel and also maintaining optimum SKU level the Channel to prevent loss of sales and improved customer service level
• Minimize claim replacement time to improve customer satisfaction
• Promote spot claim for customer and insure quicker claim replacement to develop trust in the Channel Partner.

Channel Development

• Responsible for appointment of special Channel as per the business requirement
• Support retail channel partners on store personnel training, sales direction, and familiarization with CEAT processes and strategies.
• Monitor repeat customers to measure customer retention scores.

Market Intelligence

• Monitor market conditions, product innovations, and competitors' products, prices, and sales and provide timely market intelligence reports.
• Understanding competitor presence and offerings by meeting competitors channel partners.

Brand Building Initiatives

• Implement the BTL plan to increase visibility and to build perception of CEAT products
• Responsible for driving service camps, loyalty programs and customer offers
• Organize Consumer meets to communicate about the various product offerings from CEAT and gather feedback.

Developmental

• Keep abreast of all product and services provided by the company and competitors.
• Keep abreast of new sales techniques and processes.

Education and Experience Required

Education:

Any Graduate / Any PG with relevant work experience

Experience:

2-5 years , preferably FMCG/ Consumer durables industry, Telecommunication, Paints, Spare Parts, Furniture & Automobile