Distributor Development Manager-AR

Essential Duties and Responsibilities

He/She is responsible for the profitable growth of Auto After market segment in Power Transmission business side of the company. He/She will be instrumental in increasing the share of wallet with existing customers and win new customers in new end markets.

• Analyze the white spaces in the PV/ Car, CV & 2W for appointment of distributors or channel partners.
• Formulate & design a trade/ sales policy to govern the AR business with clear focus on achievement of plans/ budget & outlining the benefits to enhance the sales & output.
• Collaborate with the sales team to increase market share in the top 10 states as per VIO/ potential.
• Implement marketing activities to generate demand across the secondary & tertiary channels.
• Prepare activity calendar – monthly/ quarterly/ half-early/ annual to conduct retailer, mechanic meets, participation in auto shows, trade fairs to gain brand visibility & demand for Gates products.
• Develop GTM strategies to establish new products in collaboration with product marketing.
• To nurture new distributors & analyze the SOB with support on marketing activities.
• To find avenues in the online business of Amazon, ONDC, Flipkart, Boodmo, etc.
• Lead business of institutional channel sales like – STU's & large fleet operators.
• Directly monitor the productivity & KPI’s of MSR’s & collaborate with HR for appointment of new MSR’s.
• Lead training activity for ASM’s, MSR’s, DSR’s on the products & soft skills with clear focus on the knowledge sharing & enhancing productivity.
• Lead implementation of loyalty program on enrolment of mechanics & execution as per SoW.
• Lead implementation of DMS by engaging & training the distributors to operate for all the sales operational needs/ requirement.
• Analyze the Recibo/ sales app reports & to put clear discipline in using the platform as per business needs.
• Determine annual plans by forecasting and developing annual sales quotas customerwise; projecting expected sales volume for existing and new products; analyzing trends and results; monitoring competition.
• Achieving marketing and sales operational objectives by contributing marketing and sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining system improvements; implementing change.
• Identifying marketing opportunities by identifying consumer requirements; defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business; establishing targeted market share.

Keys to Success

• Progression to this level is restricted on the basis of business requirements

Supervisory Responsibilities

The position reports to the Director - Automotive and work with him closely to ensure profitable & sustainable growth is achieved

Requirements and Preferred Skills

• 12- 15 years of experience.
• Proven skills in Sales Planning, Meeting Sales Goals, Dealer Management & Managing Profitability 
• Leader in customer service  – professional approach to internal/ external clients
• Ability to meet deadlines and demonstrates effective time management skills
• Excellent business ethics and integrity
• Strong team player, proactively able to step in to support other team members as needed and share knowledge to allow cross training of all functions, builds collaborative relationships.
• Self-directed and motivated with insight and ideas to motivate sales teams