Key Responsibilities

Business & P&L Management
 Own the overall business performance and profitability of the assigned region.
 Deliver sales, revenue, volume, and market share targets in line with
organizational objectives.
 Monitor regional P&L performance and ensure optimal utilization of budgets
and resources.
 Develop and execute regional business plans to achieve sustainable growth.
 

Team Leadership & Development
 Lead, mentor, and develop Area Sales Officers (ASOs) and Missionary Sales
Representatives (MSRs).
 Drive a high-performance culture through regular reviews, coaching,
feedback, and capability-building initiatives.
 Ensure clear performance objectives, accountability, and succession planning
within the team.
 Promote collaboration, employee engagement, and adherence to Rane
values and organizational culture.

Sales Execution & Market Development
 Strengthen dealer, distributor, retailer, mechanic, and fleet relationships
across the region.
 Identify opportunities for deeper market penetration and expansion of channel
networks.
 Ensure effective implementation of sales strategies, marketing initiatives, and
promotional programs.
 Drive new product introductions and market development activities.
 

Travel Planning & Beat Plan Management

 Ensure effective travel planning and market coverage for all MSRs and ASOs.
 Review and approve beat plans to maximize productivity and customer reach.
 Conduct regular joint working visits with team members to improve market
execution and capability development.
 Monitor field activity effectiveness and ensure adherence to approved plans.

Performance Monitoring & Reporting
 Track sales performance, productivity, market coverage, and business KPIs
across territories.
 Analyze sales trends, market intelligence, and competitor activities to drive
corrective actions.
 Provide accurate forecasts, business reviews, and management reports on a
regular basis.
 

Customer & Channel Management
 Build strong relationships with key channel partners and strategic customers.
 Ensure timely resolution of customer complaints and service-related
concerns.
 Drive collections and receivables management in accordance with company
policies.
 

Governance & Compliance
 Ensure compliance with company policies, processes, and statutory
requirements.
 Maintain discipline in reporting, expense management, and sales operations.
 Support organizational initiatives, audits, and continuous improvement
programs.
 Localised Market share improvement strategies & action plan that align with
corporate goals.
 

Desired Profile
 Graduate in Engineering, Commerce, Business Administration, or related
discipline.
 MBA/PGDM preferred.
 10–15 years of experience in Automotive Aftermarket Sales, with significant
experience in team handling and regional business management.
 Strong knowledge of channel management, market development, and
aftermarket business practices.
 Proven track record in delivering sales growth and managing regional
profitability.
 Excellent leadership, communication, negotiation, and analytical skills.

Key Performance Indicators (KPIs)

 Sales Revenue Achievement
 Regional P&L Performance
 Market Share Growth
 Dealer & Distributor Development
 Team Productivity & Performance
 Travel & Beat Plan Compliance
 Collections & Receivables
 New Product Penetration
 Customer Satisfaction
 Employee Engagement & Team Culture Development
