Job Description:

Drive the contribution of sales from Large Accounts, both new and existing.

The Sales Manager LAc is responsible for the assigned portfolio of Large Accounts in territory. Responsible for Relationship/ Brickwalling, Sales, Share of Business and PRF of Large Accounts.

Large Accounts Acquisition:

1. Creation of complete dossiers with customer information on fleet, customer need, buying pattern, organization, purchase decision attributes, nuances of transport operation, cost economics, winning factors etc.

2. Act as Single Window for the Customer engagement in all Pre-sales activities across the country/ Regions as per Accounts assignment.

3. Develop Customer-wise plan for progressively increasing engagement with the customer and consideration and ensure implementation.

4. Understand product usage pattern; operating costs and revenue model and define target Customer value propositions.

5. Leverage Soft product offfering and Life cycle support solutions.

6. Coordinate with various stakeholders to develop.

7. Sensitize and involve Channel Partners where relevant in order to create influence.

Large Accounts Brickwalling:

1. Ensure understanding in the Aftermarket team on the customer dossier and critical aspects which drive customer value proposition.

2. Capture data in order to monitor customer profitability and understand CVP delivery with support of PC, Aftermarket team etc.

3. Develop Customer relationship management plan jointly with Aftermarket team and marlketing team in the zone.

4. Participate with Aftermarket team in customer meetings related to addressing critical customer complaints/ disputes.Work towards win-win solutions for customer, company and dealer. Ensure a high level of communication with the aftermarket team on all areas related to customer issues so as to represent Eicher as One unit/ face.

5. Identify opportunities for building exit barriers, develop business case and approval to implement.

6. Ensure Customer level profitability for company in the long term

7. Enrich customer value by promoting soft products jointly with the AM.

8. Leverage CVP milestones/ improvement initiatives and create acknowledgement of relevant stakeholders in customer organization.

9. Resolve sales/ delivery related issues, customer complaints by engaging with appropriate stakeholders in the customer's organization and involving relevant internal stakeholders.

Min. 6-8 years of relevant experience in automobile sales

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