Bosch

Company Description

In India, Bosch is a leading supplier of technology and services in the areas of Mobility Solutions, Industrial Technology, Consumer Goods, and Energy and Building Technology. Additionally, Bosch has in India the largest development center outside Germany, for end-to-end engineering and technology solutions. The Bosch Group operates in India through twelve companies: Bosch Limited – the flagship company of the Bosch Group in India – Bosch Chassis Systems India Private Limited, Bosch Rexroth (India) Private Limited, Bosch Global Software Technologies, Bosch Automotive Electronics India Private Limited, Bosch Electrical Drives India Private Limited, BSH Home Appliances Private Limited, ETAS Automotive India Private Limited, Robert Bosch Automotive Steering Private Limited, Automobility Services and Solutions Private Limited, Newtech Filter India Private Limited and Mivin Engg.Technologies Private Limited. In India, Bosch set-up its manufacturing operation in 1951, which has grown over the years to include 16 manufacturing sites, and seven development and application centers. The Bosch Group in India employs over 30,500 associates and generated consolidated sales of about Rs. 26,827 crores (3.1 billion euros) in fiscal year 2021-22 of which Rs. 24,406 crores (2.8 billion euros) are from consolidated sales to third parties. Bosch Limited is the flagship company of the Bosch Group. It earned revenue of over Rs. 11,782 crores (1.39 billion euros) in fiscal year 2021-22.

Additional information can be accessed at www.bosch.in

Job Description

Responsible for Channel Development for the region (breadth & depth)

• Analyze channel position for the region / zones within region to identify gaps / potential for new channel development (breadth of distribution)
• Provide inputs on market potential vs market gaps & support sales for new appointments
• Ensure & Drive channel partners to participate in defined policy parameters through sales team
• Support/Recommend realignment of channel wherever needed
• Monitor channel performance for potential customers or range expansion opportunities
• Collect market intelligence about customer requirements, expectations, competition activities..etc and provide feedback for discussions with HO for strategic interventions
• Support Sales to drive Customer binding activities inline with IAM strategy of Demand Generation across trade levels (Retail / Independent workshops / Bosch network workshops…etc)
• Support sales pitches at the customer
• Enable competency improvement programs (trainings, soft skills..etc) for channel resources (FR’s, BP’s, MRs..etc)
• Enable and catalyse required workshop/modules related activities

Market Intelligence:

• Build up market intelligence about competitors in the channel
• Analyze competitor offering with regards to range, specification, price, promotion, etc
• Obtain intelligence about 1st and 2nd trade level activities of competition
• Collect intelligence about customer binding concepts and promotions
• Summarize and aggregate different dimensions of intelligence to inform/brief management

Collaborative actions:

• Plan & support market events across trade levels including Distributor meets / Retailer meets / Workshop meets / BS network meets …etc
• Establish seamless collaboration within region and head office functions ( Sales ,Service, Workhops, Controlling ,Logistics) etc for reaching business targets
• Support execution of market / channel branding initiatives undertaken for the region
• Communicate new developments, process as well as change management initiatives with cross functional stakeholders

Qualifications

Bachelor of Engineering with specialization in Mechanical / Automotive / similar engineering streams

Masters of Business Administration with specialization in Marketing (preferable)

Overall experience of ~10 years across Sales & Marketing in automotive / fmcg / consumer goods sectors

Minimum 6 to 8 years as a territory sales manager with experience in channel development and engagement