General Manager - Commercial Strategy - Automotive

Position Description: Role: General Manager: Head Commercial Strategy. Location: Andheri, Mumbai. Reporting Into: Sr. General Manager (Head - Non - Vehicular Business & Commercial Strategy). Purpose of the Position: - The Head of Commercial Strategy is a pivotal senior leadership role that defines how the OEM competes and grows commercially - across markets, channels, and customer segments. - This role translates corporate vision into actionable commercial plans, drives revenue performance, increases market share through micro - markets, improves channel efficiency & profitability, expand sales/service network, improve customer experience, transform sales & marketing process/system through digital/AI, improve marketing effectiveness and builds the commercial capabilities required to win in a rapidly transforming automotive landscape. - Key intent is to integrate all commercial functions and measure them through common KPIs. - Further, this role also asks for establishing transformation office/war - room to implement and govern sales/marketing/network/customer experience initiatives. Key Responsibilities: Sales & Network Excellence/Customer Experience: - Create sales & marketing strategy as per corporate vision. Align all key stakeholders and derive strategic imperatives for sales, marketing, network and customer experience. - Design short - term and mid - term interventions for sales, marketing, network excellence and run the commercial performance cadence - weekly forecasts, monthly reviews. - Build commercial dashboards and reporting frameworks. - Identify underperformance risks early and orchestrate corrective action across micro - markets. - Foster a data - driven, customer - centric commercial culture across the organization. - Lead pricing strategy and discount governance to protect brand positioning and margin. - Define market entry and expansion strategies for new geographies and customer segments. - Drive the agency model and DTC transition strategy in collaboration with external partners. - Define powertrain mix, variant strategy, and trim - level positioning by market. - Own product lifecycle commercial management from launch planning to end - of - life. - Develop EV adoption incentive strategies and value - chain commercial models. - Build and govern the competitive intelligence function across all key markets. - Design service and sales network expansion plan & execution strategy. - Help service design optimal bay capacity and productivity requirements. - Translate macro and market trends into actionable commercial strategy adjustments. - Commission and synthesize market research, pricing benchmarks, and demand analysis, strategic insight to Sales, Marketing, and Product to sharpen competitive response. - Complete digitalization of sales process in company and at dealerships. Identify used case for AI adoption in sales and network processes. - Drive customer experience and network transformation initiatives (e.g. digitalization of sales & service customer experience process, establish model dealerships as per global benchmarks, dealer engagement, dealer profitability, footprint expansion). - Establish transformation office & PMO and governance mechanism to implement sales excellence/network transformation /customer experience initiatives. Marketing: - Process establishment for smooth transfer of marketing initiatives to sales team. - Work closely for new market development. - Work with zonal marketing teams for hyperlocal demand creation and make sure all stakeholders are engaged (dealers, sales team, CX team etc.). - Complete digitalization of Martec and customer nurturing process. - Design and deploy service marketing. Stakeholder Management: Internal Stakeholders: Sales: - Work closely with national sales heads, zonal heads and regional managers to understand ground level problems and for implementation of new initiatives related to micro - market and other sales excellence. - Interact with S&OP team for improving sales planning/schemes. Marketing: - Establish smooth transfer of demand creation initiatives to ground level sales team. - Integrate zonal marketing team with zonal sales team & dealerships for hyperlocal demand creation. Network Team: - Network head/Zonal Network heads for expansion and driving expansion & channel profitability. Service Team: - To drive service experience, improve bay productivity and expansion of footprint. Customer Experience Head & Team: - To drive transformative & digital initiatives for sales pipeline management, complaints, customer feedback, call centre & training. External Stakeholders: - Channel Partners to improve sales effectiveness & experience. - Customers. - Govt. agencies. - Vendors. - Consultants. KPI's: Quantitative: - Market Share Improvement in Key Markets & Products. - Optimization of FME & VME. - Channel growth and expansion. - Improvement in Product Contribution Margin. - Demand Creation (e.g. additional enquires through market/business development). Qualitative: - Draw and alignment of vision & roadmap for commercial strategy with all stakeholders. - Readiness of digital/AI first processes for CX, Network, Sales & Service and Marketing. - Seamless working processes across marketing, commercial function and dealer network. - 100% sales pipeline management process adoption across levels. Personal Profile: Education: B.E/B.Tech. / MBA. Experience: - 15 to 20 years of sales/marketing/network experience in Automotive Industry. - Relevant experience: Management Consulting Experience Preferred. - Strong experience across Sales/Marketing/Network Development in Automotive Industry, topped with Management Consulting experience. - Ability to Implement and Execute Strategic Plans in real scenarios. - Cross - Functional understanding of Commercial value chain. - Credible and demonstratable experience of having brough about change/impact in previous roles. - Experience of leading Transformation Projects, involving multiple Functions and Stakeholders.