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Project on Sales force
The document outlines the sales organization structure for a tire company covering all of India. It includes details on the different roles in the sales hierarchy from national sales manager down to sales executives. It also describes job responsibilities and qualifications for each role. Finally, it discusses assigning territories for sales coverage in the state of Maharashtra by dividing it into six divisions.
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Project on Sales force
- 1. TYRE INDUSTRY Designing the salesorganization 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 STRUCTURECOVERING 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 FORTHE 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 FORTHE 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 FORTHE 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 FORTHE 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 FORTHE 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 FORTHE STATE OF MAHARASHTRA Konkan Division Satara Division Nasik Division Parbhani Division Amrawati Division Nagpur Division
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