Overview

Designation : Regional Sales Head
Qualification : Graduate / Postgraduate ( Preferable Degree or Diploma in Mechanical/ Automobile )
Experience : 10+ Years into Heavy Machines Sales (Construction Machines, Trucks, Tipper etc)
Location : Indore
Salary Package : Upto 55 K
Responsible for maximum territory coverage and achieving Sales Targets to increase the market share
while ensuring a high level of customer satisfaction. This position manages sales activities efficiently
within the department and organizes and supervises all Sales and Customer retention activities in the
dealer’s coverage area according to company guidelines. Advises and makes recommendations to the
Reporting Head/Company Management with the best interest of the Sales department.
 Market penetration & Attracting new customers
 Customer satisfaction and retention.
 Sales organization motivation and performance.
 Manages sales activities as listed below along with achieving financial targets for the Sales
department.
o Territory Management Plans
o Prospecting
o Customer relations
o Gauging Competitor movements
 Provides the direction and leadership required to achieve profitable and professional technical
services at high-quality standards. This includes developing markets and establishing activities so as
to achieve financial targets as set by the management.
 Develops and Executes Sales plans and also identify the deviations, if any.
 Develops and maintains all sales efficiency and management reports and reporting methods.
 Ensures that processes and procedures concerning all Machine Sales like Documentation and
DO(Delivery Order) with 100% payment on time, is achieved by Sales department so as to improve
the quality and efficiency of the Sales department.
 Ensures Delivery of New Machine to the Customer as per Company Guidelines.
 Develops and executes the business plan which includes – Market Potentials, Market Share Growth,
and Competitor Information, Dealer Potentials, Marketing and activity plans. The plans must be
reviewed at every quarter with Reporting Head.
 Ensuring 100% territory coverage by Sales Engineers and also their participation rate in deals should
be more than 70%.
 Taking Corrective actions on Customer Satisfaction/Purchase survey remarks ensuring customer
queries or complaints are resolved on time.
KEY RESPONSIBILITIES
ROLE DESCRIPTION
 Ensures Customer meets, Road Shows, Campaigns, advertisement etc are done throughout the year.
 Ensures that Sales literature, Brochures, instruction manuals, catalogues pertaining to the Sales
department are properly maintained & displayed, also brought to the attention of Sales personnel
when appropriate.
 Maintains working relations with the Service & Parts management and personnel to ensure that the
proper after-sales services are delivered to the customer
 Discipline of personnel within company policy, on field as well as office environment.
 Performs administrative tasks such as preparing reports, estimates and forecasts, maintains
warranty records to increase the performance & productivity of the Sales department.
 Assigns tasks to employees, trains employees in appropriate methods of prospecting and selling.
Provides coaching necessary to develop customer relations development skills.
 Recruits, hires, develops and retains key talent by maintaining a current organisation chart with
clear indication of the lines of authority and responsibility of the Sales department.
 Manages recruiting and hiring plans with individual development plans in conjunction with human
resources.
 Conducts regular meetings with Sales department personnel to compare performance with
standards and goals and counsels them.
 Conducts daily consultations with all direct reports, either in-person or by phone.