Role Territory Leader - Fleet Advisory Services Position Title: Territory Leader - Fleet Advisory Services Department: Service Grade/Level M1 Reporting To: Senior Regional Manager / Regional Manager Organisational Chart : Key Purpose of the Job (Position Summary) The position is responsible for operationalization of fleet advisory services for all product categories in replacement Sales for the allocated geographies across direct and indirect fleet customers. The position is also responsible for ensuring delivery of products and service to allocated key fleet accounts and for relationship management with channel partners and key fleet customers. The role holder is also responsible for increasing share of wallet in dedicated key accounts and thereby increasing market share in the region. JOB DESCRIPTION 2 KEY PERFORMANCE AREAS • Revenue achievement • Target achievement of cost optimization/ revenue enhancement metrics • Timely collections • Performance of key fleet accounts • Team Management • Brand recall in territory • Customer Service feedback KEY ACTIVITIES & RESPONSIBILITIES Sales Operations • Implement defined sales strategy for the assigned key accounts • Ensure achievement of sales target for each Segment and Product in the assigned key fleet account through regular follow up with key accounts • Adhere to the Permanent Journey Plan (PJP) and meet the daily set targets in terms of meetings with customers. • Ensure prompt supply on time and maintain optimum inventory at all times. • Provide required information and advice on products and other details. • Ensure regular relationship building with all key accounts • Ensure en-route assistance to fleet managers for procurement of tyres • Recommend products to customers, based on customers' needs and interests. • Implement sales policies on credit or contract terms, as per set norms / procedures. • Keep abreast of all products and services and changes if any, to provide accurate information to customers/channel partners. Service Operations • Monitor process execution at each of the fleet accounts to enhance tyre lifecycle and improve fuel mileage of the vehicles • Handle customer complaints timely, assist in settling disputes and resolving grievances for key accounts including remoulding, scrap and claim management of tyres • Field visits to key fleet customers and workshops to understand product performance and on ground challenges • Capability building of Fleet services specialists directly reporting to him for efficient fleet management services as tailored for each customer • Manage preventive and predictive maintenance of Vehicles through ecosystem partners along with the Support of FSS (Fleet Service Specialist ) JOB DESCRIPTION 3 Inventory Management and Logistics • Coordination with the internal Logistics / CFA's / Transportation for ensuring timely supply to customers • Co-ordinating with Fleet, ecosystem partners and CFA for timely retreading, scrap , claim of tyres as per agreed terms Collections • Follow up with CFA / Commercial team to prepare invoice and ensure accuracy of details (Example - product specifications, quantity, payment terms and conditions etc.) • Follow up with Direct fleet customers for payment and resolve their issues. • Assist commercial department in the collection of accounts as needed. • Escalate issues in payment, discrepancies and default in payment dates to RM. Data Analysis • Work with large amounts of data to come up with trends and conclusions based on the findings relevant to both CEAT and the Customer • Translate data captured by fleet service specialists to insights for making better business decisions for both CEAT and Customer • Generate dashboards and discuss performance with Customers, Fleet services specialists and Regional Service managers Action Planning • Co-ordinating with equipment vendors for timely installation of equipment at customer's yard as per the agreed terms with the key customers Capability Development • Implement capability development initiatives for the assigned key account customers • Organize Driver training programs to provide proper training to the drivers for optimum use and maintenance of products. • Organize Mechanic training programs to provide proper training to the mechanics for optimum use and maintenance of products Team Management • Administration of Manpower - Monitoring and reviewing KRAs of FSS • Recruitment and onboarding on FSS as and when required JOB DESCRIPTION 4 Developmental • Keep abreast of all product and services provided by the company. • Keep abreast of new sales/ service techniques and processes. Education and Experience Required Education: Graduate / PG Preferably with experience in Sales or Marketing with relevant work experience. Excel and PPT skills is desirable Experience: 1-5 years
