Free Commercial Executive Course (6Months)

Commercial Executive:

Brief Job Description

A Commercial Executive/ Officer is responsible for facilitating the commercial operations at various OEM offices in the assigned areas andfacilitating audits through external and internal agents. They help in liaisoning with various financial banks/ NBFCs for funding related issues both for primary sales (billing to the channel partner) and secondary sales (sorting the pending cases for vehicle loans)

Personal Attributes

The individual should have good understanding of accounting software used by the company. The individual should be able to manage working capital 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 & liasioning 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 of Commercial Executive

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 Commercial Executive

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 in Commercial Executive

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 in Commercial Executive

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:

Scope

This unit/task covers the following: Colleagues: Superiors

Members of own work group

People in other work groups within or outside the organisation Communicate: Face-to-face

By telephone In writing

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

Maintain a healthy,safe and secure working environment:

Scope

This unit/task covers the following:

Resources (both material & manpower) needed to maintain a safe working environment as per the prevalent norms & government policies including emergency procedures for Illness, accidents, fires or any other reason which may involve evacuation of the premises

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

Manage commercial operations at local OEM offices:

Scope

This unit/task covers the following:

liaison with the various financers/ Banks/ NBFCs to ensure timely sanctioning & disbursement of vehicle loans to ensure faster delivery to the end customer which in turn helps in better rotation for the dealer stock and money.

liaison with other government agencies likes sales tax, income tax department to ensure hassle free maintenance of records (at dealer & OEM end) along with timely billing & delivery of vehicles to the dealer stockyard

maintain proper payment cycle of dealers through proper funds allocation across various billing accounts

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

Assessment Guidelines:

1. 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.

• To pass the Qualification Pack assessment, every trainee should score the Recommended Pass % aggregate for the QP.

• In case of unsuccessful completion, the trainee may seek reassessment on the Qualification Pack.