Designing Sales Force for Tyre Industry

1. TYRE
INDUSTRY
Designing the sales organization
1. Sales organization structure with team covering all
India.
2. Job description for different positions.
3. Assigning territories for the state of Maharashtra.
Omkar Pradeep Phutane
Fazlani Altius Business School, Mumbai

2. CERTIFICATE
This is to certify that the report entitled “TYRE INDUSTRY,” submitted
toFAZLANI ALTIUS BUSINESS SCHOOL, MUMBAI is a record of independent analysis
report done during the year 2012-13.
Place: Mumbai Mr. Abhay Shriwastav
Date: , 2013

3. DECLARATION
I hereby declare that the report entitled TYRE INDUSTRY, submitted to Fazlani
Altius Business School, MUMBAI, is an original w o r k a n d h a s n o t b e e n
s u b m i t t e d t o a n y c o l l e g e / u n i v e r s i t y e a r l i e r . T h i s r e p o r t has been
written & submitted under the guidance of Mr. Abhay Shriwastav.
Place: Mumbai Omkar Pradeep Phutane
Date:, 2013 (SMM 24)

4. SALES ORGANIZATION STRUCTURE COVERING ALL INDIA
North region (Chandigarh)
West region (Indore)
South region (Patna)
East region (Bangalore)
National Sales Manager (1)
Regional Sales Manager (4)
Zonal Sales Manager (14)
Divisional Sales Manager (70)
Sales Executives (250)

5. JOB DESCRIPTION FOR THE POSITION of NATIONAL SALES MANAGER
POSITION - National Sales Manager
CODE - NSM
GRADE - A+
LOCATED AT– Headquarter in Pondicherry
OPERATIONAL AREA - India
REPORTING TO - General Manager
PERSONS REPORTING - Regional Sales Managers
ASSISTED BY - Regional Sales Managers
NO. OF POSITIONS - 1
KEY FUNCTIONAL AREAS - Sales force management
QUALIFICATION - MBA in Sales and Marketing
Minimum 10-12 years of experience in Sales
Meeting Sales Goals,
Negotiation,
Selling to Customer Needs,
Motivation for Sales,
Sales Planning,
Building Relationships,
Coaching,
Managing Processes,
Market Knowledge,
Developing Budgets,
Staffing
SALARY RANGE - INR12-18L p.a. (plus variables as per company
policies)

6. JOB DESCRIPTION FOR THE POSITION of REGIONAL SALES MANAGER
POSITION - Regional Sales Manager
CODE - RSM
GRADE - B++
LOCATED AT - Regional office (Indore, Bangalore, Chandigarh,
Patna)
OPERATIONAL AREA - Region assigned
REPORTING TO - National Sales Manager
PERSONS REPORTING - Zonal sales Manager
NO. OF POSITIONS - 4
KEY FUNCTIONAL AREAS - Achieve or exceed assigned revenue objectives,
Prospecting and networking to acquire new
accounts,
Participates in sales forecasting and planning,
Attends legal trade shows and User Group meetings,
Ensure customer satisfaction with products and/or
services provided.
QUALIFICATION - A MBA in Sales and Marketing,
Seven plus years of sales experience in selling
department,
Excellent communication and interpersonal skills,
Ability to close sales in a professional and effective
manner,
Travel approximately 50%.
Decision making authority - Empowered to make decisions within the Region and
on behalf of the Region.
SALARY RANGE - INR 6.4 to 8L p.a. (plus variables as per company
policy)

7. JOB DESCRIPTION FOR THE POSITION of ZONAL SALES MANAGER
POSITION - Zonal Sales Manager
CODE - ZSM
GRADE - C++
LOCATED AT - Zonal Office
OPERATIONAL AREA - Zone Assigned
REPORTING TO - Regional Sales Manager
PERSONS REPORTING - Divisional Sales Manager
NO. OF POSITIONS - 14
KEY FUNCTIONAL AREAS - Handling a team of 5 Divisional Sales Manager,
Branch administration,
Channel management in multi-channel environment,
Dealer and distributor management,
Local marketing activities,
QUALIFICATION - MBA with 4 to 5 years of relevant experience in Sales
in a national level company out of which minimum 3
years as Area sales manager and 2-3 years as Branch
sales manager/regional sales manager is must.
Should have excellent man management skills with
an ability to manage and motivate professionals.
SALARY RANGE - INR 3.6 to 4.8L p.a. (plus variables as per company
policy)

8. JOB DESCRIPTION FOR THE POSITION of DIVISIONAL SALES MANAGER
POSITION - Divisional Sales Manager
CODE - DSM
GRADE - C+
LOCATED AT - Divisional office
OPERATIONAL AREA - Division Assigned
REPORTING TO - Zonal Sales Manager
PERSONS REPORTING - Sales Executives
NO. OF POSITIONS - 70
KEY FUNCTIONAL AREAS - To manage the division’s Sales function, from
predevelopment to hand over,
To ensure targets are met in terms of sales
efficiency, profitability and highest levels of
customer satisfaction.
Ensure all Sales areas portray a professional,
corporate image at all times.
QUALIFICATION - Minimum 2-3 years of experience in high-volume
sales and/or retail,
Bachelor's Degree or equivalent work experience is
required(MBA Degree is a plus),
Must have high maturity in dealing with peers and
senior management,
Must be able to travel, including some evenings and
weekends.
SALARY RANGE– INR 2.8 to 3.5L p.a. (plus variables as per company
policy)

9. JOB DESCRIPTION FOR THE POSITION of SALES EXECUTIVE
POSITION - Sales Executive
CODE - SE
GRADE - D+
LOCATED AT - Territory Assigned
OPERATIONAL AREA - Territory
REPORTING TO - Divisional Sales Manager
NO. OF POSITIONS - 250
KEY FUNCTIONAL AREAS - Routine sales travel to visit new and existing
customers,
Provide customer support by responding to customer
inquiries and requests,
Work closely with marketing to recognize & promote
sales opportunities,
Execute timely preparation of all expense reports.
QUALIFICATION - Bachelor’s degree, preferably inscience,
Motivated, team focused and results driven,
Time management skills,
Strong negotiation and closing techniques,
Outstanding verbal and written communication
skills, fluency in local language,
Strong technical skills: able to present technical
Concepts,
Ability to travel within territory.
SALARY RANGE - 1.8 to 2.6L per annum (plus incentives as per
performance)

10. ASSIGNING TERRITORIES FOR THE STATE OF MAHARASHTRA
Konkan Division
Satara Division
Nasik Division
Parbhani Division
Amrawati Division
Nagpur Division

11. NOTES
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12. THANK YOU