Senior Regional Sales Manager-Tamilnadu, Cons Repl.

Location: Chennai 
Goodyear Talent Acquisition Representative: Kavita
Sponsorship Available: No
Relocation Assistance Available: Yes

Reporting to the Regional Business Head, Cons PBU, India, this position is responsible for achievement of the quantitative sales objectives, ensuring execution of the country’s commercial strategy and lead a team of sales representatives.

Principal

Responsibilities:

• Sales analysis of region/territory (market, actors, competition)
• Achievement of volume, Gross Margin and channel targets
• Control of key sales accounts of assigned region/territory
• Management of Sales team (Sales call methods, training, productivity, IT Tools)
• Centralization of field information
• Build and implement the necessary action plans, to increase the professionalism of the customer’s business.
• Manage the flow of communication between Goodyear staff (field and region/central)
• Monitoring and productivity optimization of the team
• Facilitation, assessment, and training of the team

 

Performance Measurement:

• AOP (Volume, Gross Margin, and Channel activation & expansion)
• Team’s productivity
• Performance and development objectives of the team
• Share of Accounts(SOA), SOM(Share of Market) evolution

 

Key Activities:

Control of key accounts in the region

• Customer calls
• Negotiation/sale
• Implementation of commercial policy

 

Monitoring and productivity optimization of one's team

• Definition and setting up of indicators
• Monitoring of indicators
• Work to improve targeted domains
• Coaching, management by example
• Facilitation, exchange of good practices

 

Optimization of I.T. tools used by the sales force

• Effective use of the equipment’s and tools available at disposal
• Collective and individual coaching
• Verification of data reliability
• Processing of data from the tools

 

Facilitation, assessment, and training of the sales team

• Accompaniment in the field
• Facilitation of regional meetings
• Facilitation of sales actions
• Compliance with work methods
• Definition of individual objectives
• Development summaries and performance assessments