Senior Manager

Job Description: Sales Process Specialist – Dealer Management System (DMS)

Location: Ballabhgarh

Position – Senior Manager
Experience: 8–12 years
Qualification: MBA preferred (Sales/Marketing/Operations)
Key Skills: Salesforce, Sales Operations, Dealer Management, DMS/CRM, Analytics, AI-driven Reporting, Process Mapping

About the Role

We are seeking an experienced and digitally savvy Sales Process Specialist to play a pivotal role in shaping the future of our sales and dealer operations through the implementation of a new Dealer Management System (DMS). This role is central to mapping, optimizing, and digitizing all sales and dealer workflows across wholesale, retail, finance, inventory, marketing, and profitability management.

The ideal candidate brings a strong background in dealer or distribution-based businesses and hands-on experience with Salesforce, as pre‑sales processes currently run on Salesforce and will be fully integrated into the new DMS.

Key Responsibilities

Sales & Dealer Process Mapping

• Document and redesign end‑to‑end sales processes including lead management, enquiries, quotations, order booking, invoicing, and retail delivery.
• Capture and optimize dealer workflows across stock management, replenishment, dispatch, banking, collections, and credit/debit notes.
• Identify process gaps and propose scalable, efficient solutions aligned with industry best practices.

Salesforce & DMS Integration

• Analyse current Salesforce pre‑sales flows (Leads, Opportunities, Quotes, Reports).
• Define system requirements, data mapping, and integration touchpoints between Salesforce and DMS.
• Collaborate with IT teams to ensure smooth, accurate data exchange and workflow continuity across systems.

Reporting, Analytics & AI Adoption

• Define reporting structures and dashboard requirements for sales performance, funnel health, forecasting, inventory visibility, and dealer KPIs.
• Partner with BI/data teams to build automated, real-time dashboards.
• Leverage AI/ML tools for predictive lead scoring, demand forecasting, revenue insights, and dealer performance predictions.

Cross-Functional Collaboration

• Work with sales, finance, marketing, SCM, dealer teams, and IT to validate business requirements.
• Align all stakeholders on “as-is” and “to-be” processes and ensure smooth change management.

User Acceptance Testing & Training

• Prepare test scenarios and support UAT for DMS modules and Salesforce–DMS integration.
• Assist in developing training content and support user training across sales teams and dealer networks.
• Provide post‑deployment support to ensure adoption and continuous improvement.

Required Experience & Skills

• 8+ years in sales operations, channel management, dealer operations, or sales transformation.

• Strong hands-on experience with Salesforce (Leads, Opportunities, Quotes, Reports & Dashboards).
• Proven understanding of dealer networks, retail/wholesale processes, inventory, and finance workflows.
• Strong grasp of analytics, KPI reporting, and comfort with AI-powered sales insights.
• Excellent documentation, communication, and stakeholder management skills.

Preferred Background

• MBA in Sales, Marketing, Operations, or related specialisation.
• Experience in construction equipment, automotive, CE/industrial machinery, or similar B2B dealer-led industries.
• Exposure to CRM/DMS/ERP transformation projects is an added advantage.