Commercial Manager

Free Commercial Manager Course (6Months)

Commercial Manager (Zonal/ Regional):

Brief Job Description

A Commercial Manager (Zonal/Regional) is responsible for supervising commercial operations at OEM oﬃces of the deﬁned region andplanning annual budgets for sales.

Personal Attributes

The individual should have good understanding of accounting software used in the company. The individual should be able to manage working capital and ﬂow of inventory of the company. Strong communication, organizational andanalytical skills are required. Ability to work independently on various projects to achieve desired results is mandatory. This job requires strong accounting skills.

Plan and organise work to meet expected outcomes:

Elements and Performance Criteria

Work requirements including various activities within the given time and set quality standards

To be competent, the user/individual on the job must be able to:

PC1. keep immediate work area clean and tidy

PC2. treat conﬁdential information as per the organisations guidelines

PC3. work in line with organisations policies and procedures

PC4. work within the limits of job role

PC5. obtain guidance from appropriate people, where necessary

PC6. ensure work meets the agreed requirements

Appropriate use of resources

To be competent, the user/individual on the job must be able to:

PC7. establish and agree on work requirements with appropriate people

PC8. manage time, materials and cost effectively

PC9. use resources in a responsible manner

Knowledge and Understanding (KU)

The individual on the job needs to know and understand:

KU1. the organisations policies, procedures and priorities for area of work, role and responsibilities in carrying out that work

KU2. the limits of responsibilities and when to involve others

KU3. speciﬁc work requirements and who these must be agreed with

KU4. the importance of having a tidy work area and how to do this

KU5. how to prioritize workload according to urgency and importance and the beneﬁts of this

KU6. the organisations policies and procedures for dealing with conﬁdential information and the importance of complying with these

KU7. the purpose of keeping others updated with the progress of work

KU8. who to obtain guidance from and the typical circumstances when this may be required

KU9. the purpose and value of being ﬂexible and adapting work plans

KU10. how to complete tasks accurately by following standard procedures

KU11. technical resources needed for work and how to obtain and use these

Generic Skills (GS)

User/individual on the job needs to know how to:

GS1. write in at least one language

GS2. read instructions, guidelines/procedures

GS3. ask for clariﬁcation and advice from appropriate persons

GS4. communicate orally with colleagues

GS5. make a decision on a suitable course of action appropriate for accurately completing the task within resources

GS6. agree objectives and work requirements

GS7. plan and organise work to achieve targets and deadlines

GS8. deliver consistent and reliable service to customers

GS9. check own work and ensure it meets customer requirements

GS10. anomalies to the concerned persons

GS11. analyse problems and identify work-arounds taking help from

GS12. apply own judgement to identify solutions in different situations

Work effectively in a team:

Elements and Performance Criteria

Eﬀective communication

To be competent, the user/individual on the job must be able to:

PC1. maintain clear communication with colleagues

PC2. work with colleagues

PC3. pass on information to colleagues in line with organisational requirements

PC4.. work in ways that show respect for colleagues

PC5. carry out commitments made to colleagues

PC6. let colleagues know in good time if cannot carry out commitments, explaining the reasons

PC7. identify problems in working with colleagues and take the initiative to solve these problems

PC8. follow the organisations policies and procedures for working with colleagues

PC9. ability to share resources with other members as per priority of tasks

Knowledge and Understanding (KU)

The individual on the job needs to know and understand:

KU1. the organisations policies and procedures for working withcolleagues, role and responsibilities in relation to this

KU2. the importance of effective communication and establishing goodworking relationships with colleagues

KU3. different methods of communication and the circumstances inwhich it is appropriate to use these

KU4. beneﬁts of developing productive working relationships withcolleagues

KU5. the importance of creating an environment of trust and mutualrespect

KU6. whether not meeting commitments, will have implications onindividuals and the organisation

KU7. different types of information that colleagues might need and theimportance of providing this information when it is required

KU8. the importance of problems, from colleagues perspective andhow to provide support, where necessary, to resolve these

Generic Skills (GS)

User/individual on the job needs to know how to:

GS1. complete well written work with attention to detail

GS2. read instructions, guidelines/procedures

GS3. listen effectively and orally communicate information

GS4. make decisions on a suitable course of action or response

GS5. plan and organise work to achieve targets and deadlines

GS6. check that the work meets customer requirements

GS7. deliver consistent and reliable service to customers

GS8. apply problem solving approaches in different situations

GS9. apply balanced judgements to different situations

GS10. apply good attention to detail

GS11. check that the work is complete and free from errors

GS12. get work checked by peers

GS13. work effectively in a team environment

Commercial Management Training Course - E Marketing Key

Maintain a healthy, safe and secure working environment:

Elements and Performance Criteria

Resources needed to maintain a safe, secure working environment

To be competent, the user/individual on the job must be able to:

PC1. comply with organisations current health,safety and security policies and procedures

PC2. report any identiﬁed breaches in health,safety, and security policies and procedures to the designated person

PC3.. Coordinate with other resources at the workplace to achieve the healthy, safe and secure environment for all incorporating all government norms esp. for emergency situations like ﬁres,earthquakes etc.

PC4. identify and correct any hazards like illness, accidents, ﬁres or any other natural calamity safely and within the limits of individuals authority

PC5. report any hazards outside the individuals authority to the relevant person in line with organisational procedures and warn other people who may be affected

PC6. follow organisations emergency procedures for accidents, ﬁres or any other natural calamity

PC7. identify and recommend opportunities for improving health,safety, and security to the designated person

PC8. complete all health and safety records are updates and procedures well deﬁned

Knowledge and Understanding (KU)

The individual on the job needs to know and understand:

KU1. legislative requirements and organisations procedures for health, safety and security and individuals role and responsibilities in relation to this

KU2. what is meant by a hazard, including the different types of health and safety hazards that can be found in the workplace

KU3. how and when to report hazards

KU4. the limits of responsibility for dealing with hazards

KU5. the organisations emergency procedures for different emergency situations and the importance of following these

KU6. the importance of maintaining high standards of health, safety and security

KU7. implications that any non-compliance with health, safety and security may have on individuals and the organisation

KU8. different types of breaches in health, safety and security and how and when to report these

KU9. evacuation procedures for workers and visitors

KU10. how to summon medical assistance and the emergency services,where necessary

KU11. how to use the health, safety and accident reporting procedures and the importance of these

Generic Skills (GS)

User/individual on the job needs to know how to:

GS1. complete accurate, well written work with attention to detail

GS2. read instructions, guidelines/procedures/rules

GS3. listen and orally communicate information

GS4. make decisions on a suitable course of action or response

GS5. plan and organise work to achieve targets and deadlines

GS6. build and maintain positive and effective relationships withcolleagues and customers

GS7. apply problem solving approaches in different situations

GS8. analyse data and activities

GS9. apply balanced judgements to different situations

GS10. apply good attention to detail

GS11. check that the work is complete and free from errors

GS12. get work checked by peers

GS13. work effectively in a team environment

Supervise and evaluate performance:

Elements and Performance Criteria

Supervise & evaluate performance of all subordinates and reporting executives

To be competent, the user/individual on the job must be able to:

PC1.. set goals and targets as per organisational directives for all reporting executives

PC2.. create quantiﬁed measures and metrics to analyse the performance deliveredby subordinates

PC3.. set tangible and achievable incentives for subordinates as per the goals andtargets assigned

PC4.. ensure and implement strict adherence of all activities performed bysubordinates to organisational guidelines

PC5.. monitor and supervise all the activities performed by subordinates and ensureoptimisation to achieve the set goals

PC6. evaluate performance of subordinates and reporting executives on thedesigned measures and metrics as per the guidelines of the Ogranization

PC7.. assist and support reporting executives whenever necessary or applicable

PC8.. document all performance indicators and metrics of subordinates in theprescribed format of organisation

PC9.. perform all appraisal related process ﬂow for subordinates, as per respectiveperformance documents

PC10. handover all the documents and appropriate support measures to humanresources department for oﬃcial records

PC11. ensure and implement proper process ﬂow for feedbacks and queries receivedfrom subordinates

Knowledge and Understanding (KU)

The individual on the job needs to know and understand:

KU1. standard operating procedures of the organisation for appraisals, incentives, promotions and performance evaluation

KU2. operating procedures for query and problem reporting and their redressal in the organisation

KU3. framework and guidelines prescribed by the organisation for query and problem redressal

KU4. framework and guidelines prescribed by the organisation for performance evaluations and

based appraisals out of it

KU5. documentation requirements for each procedure carried out as part of roles and responsibilities

KU6. institutional and professional code of ethics and standards of practice

KU7. safety and health policies and regulations for the workplace

KU8. documentation requirements for appraisals and other performance evaluations of various subordinate positions

KU9. process ﬂow for performance evaluation, documentation and appraisals related with them

KU10. subordinate and reporting executives problems and queries and documenting it in the organisations prescribed format

KU11. redressal documentations mechanisms available in the organization and actingaccordingly in a timely manner

KU12. software or Format such as MS Word, Excel, PowerPoint and Management Information System (MIS) as prescribed by the organization

Generic Skills (GS)

User/individual on the job needs to know how to:

GS1. communicate information and ideas in writing so that the subordinates andpeers can understand

GS2. create documents required on the job (including requirement sheets, querysheets, response or feedback sheets etc.)

GS3. write at least one local language

GS4. read reviews from subordinates in terms of their requirements, queries andfeedbacks

GS5. read appraisal documents related with any of subordinating position

GS6. read policies and regulations pertinent to the job

GS7. interact with all subordinates to understanding their requirements, queries and feedbacks on various aspects within the organisation

GS8. interact with organisations internal stakeholders to ensure eﬃcient performance evaluation of the subordinates leading to higher levels of satisfaction and motivation

GS9. analyse information and evaluate results amongst the various available options or metrics on the performance indicators to choose best way to motivate subordinates through: rewards and recognition schemes promotion transfer to other work stream nominate for an executive training any other monetary or non-monetary beneﬁts

GS10. plan work on a daily basisto ensure higher levels of motivated within the teamsupervising wherever required and giving freedom and independence to thesubordinates to ensure high quality work output with minimum superiorguidance leading to holistic development of the subordinate

GS11. ensure all activities performed by subordinates and reporting executives is in sync with broader organisational goals to ensure higher customer satisfaction

GS12. analyse all the queries or problems posted by subordinates and ﬁnd an appropriate solution acceptable to the subordinates

GS13. deliver and act as per the organisation provided/guided resolutions

GS14. evaluate and identify all key requirements of the subordinates and try to solvevarious issues to ensure higher motivational levels

GS15. assess additional cost burden as a result of various incentives schemes and other rewards & recognition schemes for the subordinates and take an optimum decision to ensure the overall proﬁtability of the organisation

GS16. assess additional cost burden as a result of various incentives schemes and other rewards & recognition schemes for the subordinates and take an optimum decision to ensure the overall proﬁtability of the organisation

Manage commercial operations at local OEM oﬃces:

Elements and Performance Criteria

Liaison with other agencies / ﬁnancers including government to ensure proper payment cycle

To be competent, the user/individual on the job must be able to:

PC1. . manage day to day business activities and issues related to primary & secondary sales

PC2.. work with banks/ NBFCs and insurance companies to assist in faster sales (both primary & secondary) for proper applications of funds and facilities of OEM function

PC3.. allocate and arrange funds of OEM business properly

PC4. . generate periodic reports on OEM sales performance along with the cash ﬂows statements for the channel partners and OEM

PC5. . maintain proper order and payment cycle of channel partner network and escalate to the ﬁnance function in case of any unresolved high-level issues

PC6. . reviews the ﬁnancial status of business partners, such as borrowers and customers and update loan ﬁles and calculate payment schedules

PC7. . control pricing of OEM products, handle the working capital management across the OEM and its channel partners and ensure optimised inventory planning & management both at the OEM and Channel partner stockyards

PC8. . evaluate competitors pricing strategies for the OEM products & escalate to the central pricing team in-case of any adverse position related to competitor vehicles

PC9. . ensure proﬁtability of OEM sales function by improving cash ﬂow into the company, reduction of overdue and customer mix management

PC10. . periodically analyse policies with respect to credit management, account receivable management, pricing and suggest changes in case of some external changes induced by the ﬁnancers, government or any other competent authority

PC11. . responsible for supporting the overall sales growth (both primary & secondary) of OEM business in the allocated area under the jurisdiction of the OEM oﬃce

Knowledge and Understanding (KU)

The individual on the job needs to know and understand:

KU1. standard operating procedures of the OEM related with overall ﬁnancing process of the OEM vehicles

KU2. proper usage of accounting software mandated by the respective OEM

KU3. Prices, taxes and other applicable cost elements for the vehicle

KU4. documentation requirements for each procedure carried out as part of roles and responsibilities

KU5. organisational and professional code of ethics and standards of practice

KU6. safety and health policies and regulations for the workplace

KU7. ﬁnancial management facing the channel partner including budgeting, forecasting related to primary sales across various accounts for different OEM product portfolio

KU8. how to use OEM mandated accounting software(s) for proper maintenance of OEM sales performance along with cash ﬂows statements for channel partner and OEM

KU9. how to generate MIS reports of all activities related to ﬁnance and accounting process

KU10. competitors pricing strategies and escalate to central pricing team in case of any adverse position of vehicle vis-a-viz the competition

KU11. how to manage working capital through inventory control, regulation of accounts receivable and payable KB6. how to settle ﬁnancial, customer and related claims as and when they are due.

KU12. maintain updated knowledge on the rates offered by various banks/ NBFC on ﬁnancing the OEM vehicles (in case of secondary sales to the end customer) along with those offered for the competitor vehicle

KU13. maintain updated knowledge on any hidden charges levied by various banks on any process/ transaction carried out during the primary sales (as a part of billing the vehicles from the OEM to the channel partner)

Generic Skills (GS)

User/individual on the job needs to know how to:

GS1. communicate information and ideas in writing so others will understand

GS2. write in at least one language

GS3. read and understand common ﬁnancial & budgeting terminologies along with ﬁnancial reports

GS4. read policies and regulations pertinent to the job as speciﬁed in the OEM manual

GS5. communicate with the ﬁnance team at the channel partner (including both front-end & back- end) to sort out any pending issues/ grievances related to ﬁnancial aspects, primary sales billing or any other monetary aspects

GS6. analyse the market potential for various models/ variants of the vehicles & ensure that proper optimised billing to reduces the dead stock of the vehicles at the channel partner

GS7. analyse the current accounts for availability of funds to ensure optimised payment cycle is maintained both at channel partner and OEM

GS8. plan work assigned on a daily basis

GS9. ensure proﬁtability by improving cash ﬂows and product management

GS10. ensure that channel partners ﬁnancial needs and requirements are assessed

GS11. ensure that the pending claims of channel partners are settled in a timely manner

GS12. liaison with banks/ NBFCs to ensure that there are no delays in sanctioning the loans for the end-customer (in case of secondary sales)

GS13. identifying complex problems and reviewing related information to develop and evaluate options and implement solutions

GS14. settle down the claims of customers and clients

GS15. coordinate with OEM sales function to ensure all arrangements and documentation are done on time

GS16. analyse unique ﬁnancial tools that are required in the organization to ensure higher proﬁtability and overall sales

GS17. use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems

Plan sales budget:

Elements and Performance Criteria

Analyse and plane overall sales budget for the region / zone

To be competent, the user/individual on the job must be able to:

PC1.. analyse the sales requirements of the business plan on a quarterly basis and the company’s overall business planning objectives

PC2.. identify annual sales objectives of the deﬁned region including sales revenue, sales units and market share percentages for the OEM products

PC3.. segment the targeted customers into speciﬁed tiers and plan speciﬁc sales tactics for each tier and sales call frequencies patterns for each tier

PC4.. create sales revenue & market share objectives of the OEM products

PC5.. deﬁne primary sales tactics of the OEM products which includes:- planning structure of sales force planning recruiting and selecting of sales representatives for the OEM products planning needs and requirements of training and incentive schemes for sales representatives

PC6.. plan branding and local promotional activities to achieve annual sales targets such as:- road shows canopy promotion local contests

PC7.. plan and implement consumer and commercial sales activities for OEM products in an assigned area of responsibility

PC8.. ensure proper delivery of vehicles according to the preference of customers regarding location and time.

PC9.. ensure proper registration of vehicles as per customer conveniences

PC10.. prepare monthly reports on performance of sales function and determine leading and lagging indicators of sales performance

Knowledge and Understanding (KU)

The individual on the job needs to know and understand:

KU1. standard operating procedures of the OEM related with the sales of the vehicles

KU2. promotions, discounts, offers available from the dealership and the OEM

KU3. prices, taxes and other applicable cost elements for the vehicle

KU4. documentation requirements for each procedure carried out as part of roles and responsibilities

KU5. organisational and professional code of ethics and standards of practice

KU6. safety and health policies and regulations for the workplace

KU7. detailed technical and performance speciﬁcations of the vehicle how to collaborate with engineering and product management teams

KU8. the sales requirements of OEM business

KU9. how to conduct market research and surveys to analyse current trends of OEM market

KU10. how to allocate sales budget for OEM products according to the availability of fund and facilities

KU11. the following appropriate local promotional activities required for attracting potential customers: road shows canopy promotion local contests

KU12. documents required for registration of a vehicle

KU13. documents required for vehicle insurance and ﬁnance

KU14. processes required to order the vehicle and customise it according to customer preferences

KU15. documents required from potential customer to close a sale

KU16. facilities for insurance and ﬁnance offered by the dealership

KU17. the competitive landscape including: vehicles offered by competitors pros and cons of the vehicle vis–vis those offered by competitors price differentials with competitors products

Generic Skills (GS)

User/individual on the job needs to know how to:

GS1. ability to communicate information and ideas in writing so others will understand

GS2. write in at least one language

GS3. ability to read common scientiﬁc and technical journals, ﬁnancial reports, and legal documents to maintain knowledge and stay on the leading edge of developments in the industry

GS4. read policies and regulations pertinent to the job

GS5. interact with the sales function to plan and analyse annual sales target

GS6. analyse the needs of the market for the product to establish annual sales target

GS7. plan work assigned on a daily basis

GS8. analyse proper forecasting techniques to analyse sales target

GS9. ensure that customers needs and requirements are assessed

GS10. identify complex problems and reviewing related information to develop and evaluate options and implement solutions

GS11. ensure that the sales & commercial process is hurdle-free for the customers

GS12. liaise with OEM sales function to ensure all arrangements and documentation are done on time

GS13. analyse unique CRM related tools that are required in the organization

GS14. use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems

Assessment Guidelines:

Criteria for assessment for each Qualiﬁcation Pack will be created by the Sector Skill Council. Each Element/ Performance Criteria (PC) will be assigned marks proportional to its importance in NOS. SSC will also lay down proportion of marks for Theory and Skills Practical for each Element/ PC.

The assessment for the theory part will be based on knowledge bank of questions created by the SSC.

Assessment will be conducted for all compulsory NOS, and where applicable, on the selected elective/option NOS/set of NOS.

Individual assessment agencies will create unique question papers for theory part for each candidate at each examination/training center (as per assessment criteria below).

Individual assessment agencies will create unique evaluations for skill practical for every student at each examination/ training center based on these criteria.