Executive - Sales and Distribution Operations
Tractors And Farm Equipment Limited, Chennai
Establishing productive and professional relationships with dealers and key personnel in assigned dealerships and territory
Responsible to consistently meet assigned targets for profitable sales volume and strategic objectives in assigned dealerships
Developing territory, market penetration and sales execution strategies to consistently attain and exceed goals
Coordinating with bankers and private financers for providing tractor loans to customers and for follow up of retail cases
Conducting competitor product study and analyzed market requirement for product placement in various pockets
Planning and executing field activities for focused models and to generate hot prospect database and conversion of prospects to delivery
Planning & organizing MKB functions in Nasik district conducted with tie ups with renowned national level external agencies
Helping the dealers to maintain a high energy and high calibre dealer sales staff
Target setting and monitoring of individual dealer sales persons and team. Training and motivating the sales team to achieve individual sales targets and dealership targets as a whole.
Sales Support Operations
Responsible for Supply chain finance/ Channel finance/ Inventory finance operations for financing dealer through strategic tie up with five major partners – SCB, AXIS, HDFC, SBI & ICICI
Detailed analysis of existing banking arrangements of the client to study the banking habits and credit worthiness as required for appraisal of the facility request
Crucial role in team responsible for managing portfolio of 160 crores across PAN India
Daily coordination/ follow up with bankers for new limits/ enhancement cases and ensuring funds on time for inventory dispatch.
Coordinating with field team for completing dealer documentation as per bank requirements
Achieving monthly channel finance limit targets & monthly overdue management
Arranged regular training sessions on product and processes for new staffs and sales team to improve TAT
Billing coordination for all dealers under channel funding to ensure proper rotation of funds.
Operational issue resolving if any with help of bankers/ IT team/Accounts team.
Regular monitoring of the existing relationship accounts and continuous communication with sales team to maximize utilization and understand requirements to grow the relationship.
Dealer working capital management – Monitoring retail vs. collection and reporting to respective higher authorities for necessary actions.
Responsible for preparing CF – MIS reports. Daily Overdue and falling due alerts to field
Solely responsible for conducting Dealer Sales Person training programs across the country through external training agency. Coordinating with field team and external agency in scheduling and execution of training program simultaneously in multiple states.