Omkar Pradeep PhutaneFazlani Altius Business School, Mumbai

TYRE INDUSTRYDesigning 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.

CERTIFICATE

This is to certify that the report entitled “TYRE INDUSTRY,” submitted

to FAZLANI ALTIUS BUSINESS SCHOOL, MUMBAI is a record of

independent analysis report done during the year 2012-13.

Place:Mumbai Mr. Abhay Shriwastav

Date: , 2013

DECLARATION

I hereby declare that the report entitled TYRE INDUSTRY, submitted to

Fazlani Altius Business School, MUMBAI, is an original work and has

not been submitted to any co l lege/univers i ty ear l ier . Th is

report has been written & submitted under the guidance of Mr. Abhay

Shriwastav.

Place:Mumbai Omkar Pradeep Phutane

Date: , 2013 (SMM 24)

National Sales Manager (1)

Regional Sales Manager (4)

Divisional Sales Manager (70)

Sales Executives (250)

Zonal Sales Manager (14)

SALES ORGANIZATION STRUCTURE COVERING ALL INDIA

North region (Chandigarh)West region (Indore)South region (Patna)East region (Bangalore)

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 MarketingMinimum 10-12 years of experience in SalesMeeting Sales Goals,Negotiation,Selling to Customer Needs,Motivation for Sales,Sales Planning,Building Relationships,Coaching,Managing Processes,Market Knowledge,Developing Budgets,Staffing

SALARY RANGE - INR 12-18L p.a. (plus variables as per company policies)

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)

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)

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)

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 in science,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)

ASSIGNING TERRITORIES FOR THE STATE OF

MAHARASHTRA

Konkan DivisionSatara DivisionNasik DivisionParbhani DivisionAmrawati DivisionNagpur Division

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THANK YOU