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JOB DESCRIPTION

REPORTING RELATIONSHIPS: GENERAL INFORMATION: ACCOUNTABLE TO: Area Manager Job Title: Trainee Territory Sales Manager (Post Graduate Sales Trainee Program 2012) Administrative & Functional Head: Regional Manager (RM) Division/ Business Unit: Passenger Department: Sales Cars OR Commercial Vehicles Grade: TM 2 Based At: Anywhere in India

Salary Range: 6.72 L- 7.39 L (Freshers)

Eligibility: First Class (60%) throughout in 10th, 12th and Graduation and PG (Till date) / Specialization in Sales & Marketing

SUMMARY OF SCOPE: A Territory Sales Manager is a single window, high energy touch point between Tata Motors & its Dealerships in the territories of the region of operation to facilitate all interactions. The TSM is responsible for Sales volumes, customer satisfaction, marketing promotions, training to dealer sales executives, and to provide a differentiated sales experience at Tata Dealerships Responsibility Providing single window support to dealership/(s) in the territory for Pre and post sales activities. Strongly influence and work on - sales forecasting based on market trends - sales planning in terms of offering competitive deals/ offers - Assist Product Managers in effective Media and event planning to ensure

optimum media mix to generate tactical level advertisements - Ensure generation of adequate enquiries for the product and monitor and improve the conversion rate of the same into prospects - Promotional activities at dealerships, tracking of enquiries, entrenchment of CRM-DMS etc. - Customer Complaint handling to address their issues/ concerns Implement sales processes at dealerships handled and monitor and follow up for the same. Ensure customer satisfaction for all customers interacting with TML dealerships Driving retail sales through effective dealer management to ensure boost in sales volume. Ensure that Manpower, Infrastructure and processes at dealerships follow TML norms. Influence the dealer to have the right manpower quality and number. Achieve targeted sales volume and market share for the brand allocated in the area of operation. Take proactive action in response to competitor tracking information and market intelligence Channel as well as retail finance management by monitoring liquidation of stock at assigned dealerships to ensure timely payment to financiers and channeling of funds back into the system. Provide product/ sales Training at dealerships for dealership personnel.

JOB SPECIFICATIONS: Knowledge Requirements Essential: 1. Product Knowledge Preferred: 1. Passion for Auto Industry, Will be trained on Product in detail 2

2. Exposure to sales/ channel management 3. Automobile sector/ Market/ Competitor knowledge 4. Financing Practices

2. Knowledge of Sales Processes 3. Up to date on trends in Auto Industry 4. Latest trends in Micro finance, dealer financing etc Preferred: 1. Analytical skills/ Problem solving ability, 2. Good presentation skills 3. Influencing, Negotiation Skills 4.

Job Skills and Abilities Essential: 1. Excellent Inter personal Skills 2. Man management skills 3. Excellent Communication and Negotiation skills 4. Self motivated individual