Human Resource

Management
Term Project
on
My Dream Job

Submitted to: Prof. Bishakha Majumdar

Prepared by: Hemil Mendapara

123023
IMG/D
 Table of contents

1. Introduction……………………………………………………………………………..…1
2. The position and the Firm…………………………………………….…………..2-3
3. Job Analysis: Methodology adopted………………………………………..…4-5
4. Competency Mapping: Methodology adopted …………………….…..…….6
5. Job Description and Job Specification ………………………………….……7-8
6. KSAs……………………………………………………………………………….…………9
7. Appendix………………………………………………………………………………10-11
8. References………………………………………………………………………………..12
 Introduction
This project report is about my dream job of Territory Sales Manager at Tata
Motors after I complete my MBA program from FORE School of Management in
Marketing. This report consists of Job analysis which includes Job Description and
Job Specifications. It also includes competency mapping for this job.

The main purpose of the Job Analysis is to establish and document the 'job
relatedness' of employment procedures such as training, compensation, selection
and performance appraisal.

Competency mapping involves the nature and scope of a specific job role, the level
of knowledge required, the skills required and the behavioural capability required
to apply those skills and knowledge in that position.

A job description is a wide and written statement of a particular job in the

organization, based on the findings of the job analysis. Job Description generally
includes duties, purpose, scope, responsibilities and working environment of a job
along with the title of the job, and the name or designation of the person to whom
the employee reports.

The report also contains the interview of the respondent, Mr. Maulik Patel, who is
currently working in Tata Motors at the Territory Sales Manager position, who
provided me with the information related to the job position which I aspire to get.

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 The position and the Firm
The Job position
 Territory Sales Manager

About the company

Tata Motors is incorporated and domiciled in India. Tata Motors was incorporated
on September 1, 1945 as a public limited company under the Indian Companies Act
VII of 1913 as Tata Locomotive and Engineering Company Limited and they received
a certificate of commencement of business on November 20 1945. Their name was
changed to Tata Engineering and Locomotive Company Limited on September 24,
1960, and to Tata Motors Limited on July 29, 2003.

Tata Motors time line

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In 2008, we acquired the Jaguar Land Rover business from Ford Motor Company.
Jaguar Land Rover is a global automotive business, which manufactures, designs
and sells Jaguar luxury sedans and sports cars and Land Rover premium all-terrain
vehicles as well as related parts, accessories and merchandise.

They offer a broad portfolio of automotive products, ranging from sub-1 ton to 49
ton GVW, trucks (including pickup trucks) to small, medium, and large buses and
coaches to passenger cars, including the world’s most affordable car—the Tata
Nano, premium SUVs and luxury cars. They have a substantial presence in India
and also have global operations in connection with production and sale of Jaguar
and Land Rover brand passenger vehicles. They are the largest commercial vehicle
manufacturer in terms of revenue in India and among the top six passenger vehicle
manufacturers in terms of units sold in India during Fiscal 2015.

They have six principal automotive manufacturing facilities in India: at Pune in the
state of Maharashtra, at Jamshedpur in the state of Jharkhand, at Lucknow in the
state of Uttar Pradesh, at Pantnagar in the state of Uttarakhand, Sanand in the state
of Gujarat and at Dharwad in the state of Karnataka.

As of now, their operations included 72 consolidated subsidiaries, 2 joint

operations, 3 joint ventures and 18 equity method affiliates, in respect of which we
exercise significant influence. Currently, they have approximately 73,485
permanent employees, including approximately 45,488 permanent employees at
our consolidated subsidiaries and joint operations. Tata Motors Registered Office is
located at Bombay House, 24, Homi Mody Street, Mumbai 400 001, India.

The sales department plays a pivotal role in the success of the business in any
organisation. The important and unique role of sales is to bridge the gap between
the potential customer’s needs and the products/services that the organisation
offers that can fulfil their needs.

Sales role offered by Tata motors will be set platform for my career development in
Sales & Marketing.

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Job Analysis: Methodology
adopted
There are various methods available to do Job Analysis. The basic rule is to use that
method which particularly suits the type of job. There is six steps process for job
analysis:

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There are several methods for collecting job analysis.

1) Observation:
The job analyst carefully observes the job holder at work and records what she
or he does, how she or he does, and how much time is needed for completion of
a given task.

2) Interview:
The analyst interviews the job holder about the job. Usually, a structured
interview form is used by an analyst to record the information.

3) Questionnaire:
Basically, Analysts make questions related to position Job holders fill in the
given structured questionnaires. The filled-in questionnaires offer enough data
on jobs. Standard questionnaires are available or they may be prepared for the
purpose by the analysts.

4) Checklists:
It is similar to a questionnaire, but the response sheet contains fewer subjective
judgements and tends to be either-yes-or-no variety.

5) Online portals like O*NET:

Here, I have done primary analysis by asking some of the questions to job holder
Mr. Maulik Patel, Territory Sales Manager at Tata Motors. And, I have done
my Job analysis using Questionnaire method with structured set of questions.
Secondary Analysis is carried by reviewing online job portals like ONET, indeed,
moster.com etc.. The questions along with their responses are mentioned in the
Appendix.

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 Competency Mapping

Competencies can be understood as the underlying qualities and characteristics of

an individual – an amalgamation of his or her knowledge, skills and attitudes –
essential in the workforce. The competency mapping model aims to identify the
important competencies in the employee in relation to the job role. Using a
competency mapping, the important performance areas can be improved by gaining
an insight into the gap between the actual and the desired results.

Skills Matrix for the position of Territory Sales Manager

Lev el of Com munication Achieving Leadership Problem Relev ant

Proficiency skills sales target Skills solv ing skills Ex perience

I 1 1 1 1 1

II 2 2 2 2 2

III 3 3 3 3 3

IV 4 4 4 4 4

V 5 5 5 5 5

The above matrix shows the level of some of the skills required for the job position of
Territory Sales Manager (the boxes with yellow color).

Level 1 indicates the basic skill sets whereas as we move above in the matrix higher
levels shows the advanced knowledge required for the job.
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 Job Description
Below is the Job description for the profile of an Territory Sales Manager as a result of
the above research and findings.
Job Title: Territory Sales Manager
Reports to: Area sales head
Location : PAN India

Job Summary:
Responsible for planning, managing and coordinating the movement of goods to the
clients. Maintaining the record of sales for the specified territory and observing the
demand patterns of all the clients to determine future sales potential and the
preferences of important customers.

Responsibilities:
 Achieve sales target assigned for a particular territory
 Examine the sales statistics for a particular territory
 Formulating sales strategies and planning to execute these strategies
 Maintain databases for the sales statistics of a territory
 Meet local sales managers and their staff frequently
 Managing client complaints related to sales in a region
 Devise effective territory sales and marketing strategies
 Use most efficient sales methods by analyzing data
 Meet with customers to address concerns and give solutions
 Find sales opportunities through consumer research
 Present products and services to prospective clients
 Participate in promotional events (e.g. trade shows) to nurture client relationships
 Conduct training in sales techniques and company product traits
 Assess sales performance according to KPIs
 Monitor competition within an allotted region
 Prepare and submit reports to the Area sales head

Working conditions:
Tata Motors takes care of safety and health of a employee during as well as after
working hours.

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 Job Specification
Knowledge Required:
 To understand the problem and provide the best solution to solve a problem, a
sound knowledge of the following is required
1. Organization Culture: Internal & External practices
2. Market Knowledge: Up to date information of current market trends
and activities
3. Industry Knowledge: Strong domain knowledge

Skills required:
1. Interpersonal Skills:
 Ability to work effectively with people at different levels
 Conflict management skill
 Leadership and team management skill

2. Communication Skills:
 Communicate complex ideas effectively to all the team members in the written as
well as verbal format
 Providing feedback to the team members and taking their feedback
 Effectively communicate with the clients and keeping connected to them for a long
time
 Fluency in Country’s commonly used language

Abilities required:
 Ability to use tools like MS office, MS power point and statistical tools etc.
 Data Management
 Achieving target
 Strategic Planning
 Deductive reasoning
 Motivating people at different level to achieve sales target

Qualification required:
 Master’s degree in Marketing or have 1-3 years of work experience after completing
undergraduate degree

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 KSAs (That I need to develop)

Sales and Marketing:

 I require basic and advanced level Sales and Marketing knowledge. I also need to
know methods and principles for understanding, promoting, and selling products

Customer and Personal Service:

 This includes customer needs assessment, matching quality standards for
services, and evaluation of customer satisfaction
Persuasion skill:
Persuading others to change their minds and buy our products

Active Listening skill:

 I require full attention to what other people are saying to understand the points
being made, asking questions as appropriate to clarify doubts
Speaking skill:
 I require adequate communication for conveying information effectively

Critical Thinking:
 One of the prerequisite proper logic and reasoning to understand the strengths
and weaknesses of alternative solutions, conclusions or approaches to problems

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 Appendix
This contains the brief description of the respondent and the Questionnaire
responses

Name: Maulik Patel

Organization: Tata Motors
Job position: Territory Sales Manager
Contact no. : +91 7567559197
LinkedIn Id: https://w w w .linkedin.com/in/maulik-patel-/

1. What is the major job role and responsibilities?

Territory Sales manager Responsible for Sales achievements through the
channels individually and through a team. One should have to maintain
excellent relations with customers. It also includes timely reports to the
management and motivates the team to generate the best output for the
organization.

2. What are the different levels of professional hierarchy associated

with the job?
Initially joining as territory sales manager trainee, confirmation as territory
sales manager on successful completion of 9-12 months induction cum
training program. After based upon performance and capability employee is
promoted to Area Sales Manager. After gaining more experience employee
climb the position to Director of Sales, Vice President- Sales and Regional
Sales Manager.

3. What is Education qualification requirement?

One should be graduated with any background (i.e. B.E, BA, B.com., ). Post-
graduation in MBA in marketing is added advantage.

4. Are there any requirements pertaining to prior work experience?

There is no particular requirement for prior work experience. If a person has
prior relevant experience than it will be added advantage. The company
selects fresher as well as an experienced employee based upon job
requirement.

5. What are the locations at which the role is offered?

Territory sales manager role is offered for PAN India basis depending upon
the requirement.
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Transcript of the responses

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 References
 https://en.wikipedia.org/wiki/Tata_Motors
 https://www.tatamotors.com/
 https://www.onetonline.org/
 http://www.jobdescription.com/
 https://www.monster.com/

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