TVS Motor Company
Website:
tvsmotor.com
Job details:
Job Role - Head Sales Premium
Work Experience - 15 - 22 years of relevant experience
Purpose of the Role
The role is responsible for achieving short-term and
long-term business objectives including volume, market share, and customer
satisfaction by continuously improving network capacity and capability,
strengthening SOP adherence, developing short- and long-term business plans
through forecasting, and executing strategic programs through the dealer
network.
Role Description
The Head – Sales, Premium Network will be responsible for
leading sales planning, network development, dealer performance management,
customer experience improvement, and business execution for the Premium
Business. Key responsibilities include:
- Prepare
annual sales plans, process action plans, and target images for key
business areas.
- Forecast
sales for the next three months and identify risks, bottlenecks, and
mitigation actions.
- Communicate
and deploy sales strategies, policies, and business plans across TVSM and
dealer teams.
- Negotiate
and arrange sales enablers such as retail finance, brand inputs, and BTL
support.
- Conduct
weekly PDCA reviews with Area Managers to drive process-based business
improvement actions.
- Evaluate
competition offerings and prepare suitable market responses.
- Identify
product and market opportunities or concern areas and build medium- and
long-term strategies.
- Visit
key dealers and towns to coach sales teams and dealers on SOP and process
adherence.
- Strengthen
network development by identifying, evaluating, and recommending potential
dealership partners.
- Mentor,
coach, and develop the field team through succession planning, competency
gap identification, and training needs assessment.
Managing Points – Key KPI / KRA’s
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KPI
/ KRA
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UOM
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Review
Frequency
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Vahaan Market Share
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%
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Monthly
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Retail Volume Achievement
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Nos
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Weekly
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SOP Adherence across parameters
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%
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Monthly
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NPS
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Score
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Monthly
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Volume of Focus Products
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Nos
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Monthly
Functional Competency
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Functional
Competency
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Required
Level
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Business Management – Sales, Finance & Marketing
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CL3
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P&L Management
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CL2
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Business Statistics
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CL2
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Network Development
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CL2
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People Development
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CL3
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Business Acumen
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CL3
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Managing and Leading Change
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CL2
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Communication Skills
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CL3
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Behavioral
Competency
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Required
Level
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Rigor in Execution
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CL3
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People Leadership
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CL3
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Emotional Intelligence
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CL2
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Customer Centricity
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CL3
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Long-Term Perspective
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CL2
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Interpersonal Relationship
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CL3
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Personal Leadership
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CL2
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