Regional Business Head, East, Farm Repl Sales

Overview

Lead the regional business for Goodyear's Farm Replacement Sales in the East region, driving strategy, sales performance, channel development and team leadership.

What you'll do

• Drive development and execution of the regional business strategy for Farm Replacement Sales, leveraging market potential, industry dynamics, competitive intelligence, pricing trends and customer insights.
• Translate business priorities into annual operating plans (AOPs), sales forecasts and regional growth projections aligned with national objectives.
• Identify priority markets, high-potential territories and emerging segments to accelerate regional expansion and market penetration.
• Lead periodic business reviews, identify gaps and emerging risks, and implement corrective strategies to achieve regional targets.
• Develop and execute regional sales plans covering volume growth, pricing, product mix, inventory planning, distribution strategy and resource allocation.
• Translate approved plans into territory-level objectives and monitor sales performance against forecasts, driving timely corrective interventions.
• Evaluate market pricing, product positioning and competitive offerings to recommend commercially viable sales strategies.
• Assess regional market potential to identify underpenetrated territories, emerging customer segments and expansion opportunities.
• Develop and strengthen the regional dealer and distribution network, identifying new channel partners and optimizing market coverage.
• Drive initiatives to improve Share of Market (SOM) and Share of Accounts (SOA), customer engagement and brand preference.
• Establish market intelligence mechanisms to capture field-level insights on customer behavior, competitor activity and pricing movements.
• Partner with Marketing to translate regional requirements into marketing strategies, demand-generation programmes, sales schemes and trade promotions.
• Oversee branded retail outlets and customer-facing initiatives, and monitor the effectiveness of promotional investments and brand activations.
• Lead the development and optimization of the regional dealer and distributor ecosystem, evaluating, approving and onboarding dealers per policy.
• Drive inventory planning, stock availability and liquidation strategies across the distribution network, and monitor distributor and C&F operations for compliance.
• Monitor sales realization, collections, receivables and credit exposure, partnering with the Zonal Finance Manager to address overdue accounts.
• Evaluate the commercial effectiveness of dealer discounts, regional schemes and promotional investments.
• Lead, coach and develop the regional sales organization, build capability and establish a performance management framework.
• Develop direct reports and the regional talent pipeline through succession planning, talent reviews and targeted development.
• Drive adoption of structured sales processes, field-force management practices and digital tools.
• Establish operating rhythms, performance dashboards and review mechanisms, and ensure adherence to company policies and governance.
• Proactively identify regional business risks and bottlenecks, and provide timely business updates and recommendations to national leadership.

Details

• Location: Kolkata, India.