GM Sales & Service                   

Objective of Job

Representing the company and developing permanent business relations and networks. Dealing with the market in the assigned sales and service area whilst maintaining the strategic guidelines issued by the sales organization. Managing employees and controlling business processes in own area of responsibility. Ensuring that service, quality and safety standards are maintained to develop a customer-oriented, profitable and high turnover sales business in new vehicles, accessories, services and further products and services concerning “mobility”.

Qualification 

o   Basics: BE/MBA or any equivalent degree

o   Experience (type of): more than 25 years with at least 5 years in Commercial Vehicle Sales  

o  Specialized Knowledge: Business management, Finance management, Man management, operations management, leadership and motivation skills

Job Designation/Field of Work:

1    Representative Tasks

•      Representing the company and the brand as a whole, both internally and externally

•      Developing and fostering positive relations with the employee representatives and interest groups

•      Developing and fostering positive relations with contacts in the sales organization, Ashok Leyland Commercials dealers and other decision-makers in the automotive business

•      Developing and fostering positive relations with key figures in society, as well as representatives from transports and fleet associations

2     Strategic Planning

•  Developing concepts for working on the local and regional markets and tapping new markets, taking strategic specifications into account. Coordinating these concepts with AL

•  Controlling the implementation of regional and national Ashok Leyland concepts

•  Arranging planning of annual sales and service volume. Coordinating the volume strategy with the Wholesale Unit

3  Financial Planning

•   Drawing up the annual plan and annual goals for the company and coordinating these with AL

•  Drawing up financial liquidity plans for the fiscal year as well as forecasts for the following three years Defining target rate-of-return, quantity, sales and profit goals for the company as a whole and each of its  departments

•   Arranging for the annual marketing plan to be drawn up

•   Arranging for investments in building, technology and HR to be calculated

•   Determining budgets and goals for the individual departments

4 Human Resources

•      Carrying out/arranging for carrying out of HR planning for the company

•      Based on requirements, controlling the selection of staff for whom he/she is directly responsible; selecting candidates; employing new staff

•      Managing, promoting and motivating employees to guarantee a high quality of cooperation

•      Ensuring a positive working atmosphere and the team’s development

•      Reaching target agreements with employees for whom he/she is directly responsible

•      Planning personal development goals with employees for whom he/she is directly responsible, agreeing on suitable measures and ensuring they are carried through

•      Ensuring executives carry through HR development measures for all employees within the framework of the Ashok Leyland training program and other possibilities

•      Evaluating employees and, if necessary, initiating disciplinary measures and leading regular employee discussions

•      Determining a wage/salary and bonus policy in accordance with strategic goals

•      Determining the employees’ level of remuneration and developing a commission/bonus system

•      Developing and implementing guidelines on management and cooperation

5 Organization

•  Guaranteeing clear assignment of tasks, functions and areas of responsibility, as well as delegating the required competencies to employees and regularly checking job descriptions

•      Defining links between departments and employees

•      Guaranteeing consistent customer service using EDP/DMS tools

•      Guaranteeing an open and constructive flow of information within the company

•      Following statutory industrial safety regulations by appointing an industrial safety representative with corresponding competencies

•      Ensuring the goals of quality and environmental policy are met by appointing a quality management/environmental representative

•      Taking out suitable insurance for the company

6 Marketing

•      Observing the regional automobile market and competitors’ activities

•      Guaranteeing the analysis and evaluation of trends and changes in the market and the desired market positioning of the company

•      Evaluating social, cultural and political information to identify customer needs

•      Ensuring the marketing database (customer purchasing behaviour, target group analysis) contains relevant and up-to-date information

•      Checking current offers from external service providers for marketing campaigns

•      Decision-making and controlling regarding advertising campaigns, campaigns, sales promotion measures, events and customer information

•      Ensuring the company’s image and that the way in which all the associated companies are represented in the

media is consistent with the Ashok Leyland model and corporate identity

7 Sales

•      Monitoring the profitable sale of new and used vehicles, as well as financial services and accessories

•      Establishing and fostering contacts with decision-makers and spokespeople, as well as approaching and advising

VIPs and major customers

•      Ensuring Ashok Leyland sales standards are met

8  After-Sales Service

•      Monitoring the profitable sale of workshop services, spare parts, accessories and services

•      Ensuring the development and implementation of concepts for increasing customer-orientation and profitability in workshops and the spare parts business

•      Ensuring a high level of after-sales service to win customers and exhaust market potential

9   Customer Satisfaction

•      Observing the level of customer satisfaction in the individual units; identifying issues and potential improvements

•      Ensuring effective complaints management in all departments and, if necessary, leading customer discussions to special cases

•      Determining customer satisfaction goals, initiating measures and checking implementation thereof

10 Quality Management

•      Ensuring all defined processes are carried out correctly and that standards are met

•      Ensuring continuous optimization of all business processes in Sales, Administration, workshops and warehouses

•      Suggesting and deciding on the introduction of new business processes

•      Arranging for management reviews to be carried out on quality management and environmental protection systems

•      Decision-making regarding the overall EDP / DMS concept and selecting software and hardware, taking Ashok Leyland regulations as well as experts’ opinions into account

11 Procurement and Asset Management

•      Arranging for building plans according to Ashok Leyland standards and project tenders to be drawn up

•      Controlling the selection process regarding service providers and suppliers, as well as heading contract negotiations

•      Controlling procurement and maintenance of required factory and business equipment

•      Arranging for maintenance and repair measures to be carried out

•      Ensuring supervision of service providers by external companies (tradesmen, cleaners, etc.) and auditing

12 Accounting/Controlling

•      Ensuring the accounting system meets requirements and fulfills statutory regulations

•      Controlling the compilation of all annual financial statements and those compiled during the year (including leading any necessary discussions with tax advisors)

•      Ensuring a functioning credit control system and deciding on method of procedure regarding defaulting customers in serious cases

•      Monitoring payroll department and ensuring all the necessary data are available

•      Decision-making regarding lodging appeals with revenue authorities and other third parties regarding tax and notice assessments

•      Permanently monitoring the development of relevant statistics, arranging for peculiarities in and deviations from plans at the departmental level, as well as for the company as a whole to be analysed

•      Supervising budgets and target yields on a company and departmental level

•      Developing concepts for correcting deviations from plans and, if necessary, coordinating these with AL

•      Ensuring regular reports are drawn up for AL and revenue authorities