Territory Sales Manager (TSM)

Role: Territory Sales Manager (TSM) Location: Pan India. Purpose of the Role: To achieve the sales of Passenger Vehicles in the assigned territory/dealerships by close coordination with dealer principals, sales team through ATL/BTL activations in the territory of coverage in order to achieve the desired volumes, market share & customer experience within the company guidelines, policies & available resources. Job Responsibilities: Planning, Forecasting and Meeting Sales and downstream business targets: Ensure periodic (Monthly, Quarterly, Annual) sales projection - dealer wise / model wise for the territory using seasonality /market trends / pipelines / bulk deals etc. ATL/BTL Plan and execution towards the results and review mechanism by weekly PDCA. Monitor the enquiry generation thru various sources and drive improvements in conversion ratios which thus increases the pipeline. Monitor TD penetration which will help in increasing the conversion ratio Pipe-line management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets. Drive volumes and target achievement (segment wise and product wise) through network and sales team and hence achieve targeted Market share for each segment (personal & B2B) Pipeline management and weekly target review in order to identify gaps in the process and take corrective actions with respect to the targets. Develop relationship with financiers and ensure that there is a spread of 3-4 financiers at the dealerships. Drive the non-auto revenue streams like TMI, TMA, Accessories, Extended warranty, AMC in coordination with the downstream revenues team in order to increase revenues & improve profitability through these streams. Ensure regular visits to activity locations in guiding the team for proper implementation of the activities. Regular influencers/fleet operators/financiers meet for maintaining the relationship and to track bulk orders Dealer Management: Drive and manage dealer relationship through regular interactions, resolving dealer issues and supporting dealer business through resource allocations - manpower/ budgets /activities etc. Implementation of processes at dealership like ageing GF/PF, pending follow-ups updation, same day GF to Retail. Conduct monthly performance review and PDCA of dealer business plans through DP and dealer sales team to ensure proper utilization of dealer resources like infrastructure, working capital, manpower, etc. Anticipate future dealership needs, predicting foreseen and unforeseen risks and preparing counter actions. Timely Submission and coordination with regional finance team in settlement of dealer claims. Work closely with dealership to improve profitability. Adherence on infringement policy within the dealers to improve dealer retention & profitability Coordination with logistics department for timely billing and dispatches to avoid delay in deliveries. Timely submission of claims and follow-up so that the money gets credited within least possible time. Team Management: Identifying training needs of dealer sales team and provide training to team members on new models/processes when required. Based on low performance & low SSI score identity required training needs to CA's and need to hand hold them for better performance and also ensure overall productivity. Ensure timely disbursement of sales team incentives & R&R programs to the sales team for better motivation and retention. Recruitment of dealers teams per norms. Timely submission of required reports and updates to SH & to other supporting depts. Maintaining strong relationship with the dealers and keeping them engaged. Network Management: Ensure DI norms/manpower availability/productivity in Fclass/NED's and update the same to Network team. Update to network team on competition network expansion in the territory & inputs on our presence Handholding new dealers closely for the first year of their operations along with sales team. Ensuring Best in Class Customer Experience: Implement the SSI process at dealerships, conducting regular reviews with CRM/GM/DP & dealer sales team, and need to create action plan and execute for SSI improvement. Drive retail excellence initiatives like NAVRATNA, monitor scores and intervene as and when required for guiding corrective actions Monitoring the timely resolution of customer complaints within TAT & take steps for process improvements to ensure that similar complaints don't repeat. Supporting Market Intelligence: Ensuring through regular customer feedback capturing of product & services and escalate the same to SH. Track competition activities, sales trends, consumer schemes and dealer incentive programs through retail marketing teams in order to stay competitive in the field actions. Important Metrics: Target V/s Achievement Sales Rolling plan report Targeted Conversion Ratio TD Penetration Market Share Finance penetration (target- %) TMI penetration (target- %) Exchange penetration (target- %) Downstream business penetration % Bulk orders received Monthly DOPM Same day GF to Retail % Stock Audit Dealer P&L statement analysis / Dealer outstanding SSI Scores & Check list. Complaint ageing & TAT Stakeholder Profiles & Nature of Interactions: Internal: Regional Manager (RM) / Zonal Manager (ZM): Review and support related to ETBR management, review of dealership performance, credit collections, outstanding, claim process settlement etc. External: BTL Agencies: ATL/BTL activation Financers & PSU's: Financial Scheme preparation for targeted product. Dealers: ETBR, Manpower training, territory coverage, Working capital requirement, Market intelligence based on competition analysis Competition OEM: Market intelligence Desired Candidate Profile: Education: B.E / Post Graduate (Preferably MBA). Relevant Experience: 2-10 years' experience in Sales and Channel Management. Industry Experience: Automobile/Auto Ancillary/Automotive/Electric Vehicle. Skills & Competencies: Sales / Business Development Financial acumen Technical skills Communication skills Negotiation Skills Data Analytics

Part of the USD 165 billion Tata group, Tata Motors Limited (BSE: 500570 and 570001; NSE: TATAMOTORS and TATAMTRDVR), a USD 44 billion organization, is a leading global automobile manufacturer of cars, utility vehicles, pick-ups, trucks, and buses, offering an extensive range of integrated, smart, and e-mobility solutions. With 'Connecting Aspirations' at the core of its brand promise, Tata Motors is India's market leader in commercial vehicles and ranks among the top three in the passenger vehicles market. Tata Motors strives to bring new products that captivate the imagination of GenNext customers, fuelled by state-of-the-art design and R&D centres located in India, the UK, the US, Italy, and South Korea. By focusing on engineering and tech- enabled automotive solutions catering to the future of mobility, the company's innovation efforts are focused on developing pioneering technologies that are both sustainable and suited to the evolving market and customer aspirations. The company is pioneering India's Electric Vehicle (EV) transition and driving the shift towards sustainable mobility solutions by developing a tailored product strategy, leveraging the synergy between Group companies and playing an active role in liaising with the Government of India in developing the policy framework. With operations in India, UK, South Korea, Thailand and Indonesia, Tata Motors markets its vehicles in Africa, the Middle East, Latin America, Southeast Asia, and the SAARC countries. As of March 31, 2024, Tata Motors' operations include 90 consolidated subsidiaries, two joint operations, five joint ventures, and numerous equity-accounted associates, including their subsidiaries, over which the company exercises significant influence.