State Head – C2B & Exchange Business

Job Summary

The State Head – C2B & Exchange Business will lead the procurement of used two-wheelers within the state, managing acquisitions directly from consumers (Consumer-to-Business, C2B) and through Original Equipment Manufacturer (OEM) and dealer exchange channels. This role is responsible for achieving state-level procurement targets, expanding OEM and dealer partnerships, and ensuring a steady supply of quality vehicles at competitive costs. The State Head will oversee the procurement team, enhance lead conversion and operational efficiency, and ensure a seamless customer experience from initial inquiry through inspection, valuation, and closure.

Responsibilities

• Procurement Strategy and Execution: Develop and implement the state procurement plan across direct consumer, digital, offline, and dealer exchange channels. Translate business targets into territory and team plans, driving monthly procurement volumes and closures.
• Consumer Acquisition, Conversion, and Experience: Manage the sales funnel from lead generation to inspection, quotation, and purchase. Improve conversion rates, reduce drop-offs and cancellations, monitor acquisition costs, and optimize channel productivity. Maintain clear communication with customers and resolve complaints promptly.
• Pricing and Valuation: Own the valuation and pricing process based on vehicle condition, market benchmarks, and business requirements. Collaborate with Finance to maintain competitive offers, timely approvals, and healthy profit margins.
• OEM and Dealer Partnerships: Establish and nurture relationships with OEMs and dealers to grow exchange-led procurement. Onboard and activate partners, monitor their sourcing performance, and address operational issues and escalations.
• Quality and Compliance: Ensure consistent and accurate inspection standards and documentation. Adhere to company policies and regulatory requirements. Address inspection errors, documentation gaps, audit findings, and transaction risks.
• Process, Technology, and Cross-Functional Coordination: Standardize procurement workflows to reduce turnaround times. Collaborate with Product and Technology teams to enhance acquisition platforms, digitize processes, and resolve system issues affecting field teams. Align lead generation, spending, and priorities with Marketing, Finance, and Operations teams.
• Team Leadership: Build and mentor a high-performing procurement team. Set clear targets, review individual productivity, identify training needs, and conduct regular performance evaluations.
• Reporting and Market Intelligence: Maintain accurate Management Information Systems (MIS) and dashboards tracking volumes, conversion rates, pricing, costs, margins, and partner performance. Utilize market trends, competitor activities, and customer feedback to identify growth opportunities and implement corrective actions.

Qualifications

• Bachelor’s degree in Business, Commerce, Automobile Engineering, or a related field; MBA preferred.
• 10 to 15 years of experience in automobile sales, used-vehicle procurement, exchange business, dealer development, or regional automotive operations, including team and regional management.
• Strong preference for candidates with two-wheeler industry experience.
• Proven track record of meeting volume and profitability targets while managing teams across multiple locations.
• Deep understanding of vehicle valuation, inspection processes, local market pricing, and procurement economics.
• Demonstrated ability to build and maintain productive OEM and dealer relationships with strong negotiation and stakeholder management skills.
• Strong analytical and problem-solving abilities; proficient in Excel, MIS dashboards, and CRM or procurement systems for performance tracking.
• Willingness to travel extensively within the assigned state.

Experience

• 10 to 15 years in relevant roles within automobile sales, used-vehicle procurement, exchange business, dealer development, or regional automotive operations.
• Experience managing teams and regional operations is essential.
• Two-wheeler industry experience is strongly preferred.

Environment

• The role is based in Bengaluru, Karnataka.
• Extensive travel within the assigned state is required.
• The work environment involves coordination with multiple teams and partners, requiring strong communication and leadership skills.

Key Performance Measures

• Achievement of monthly procurement volume and closure targets.
• Conversion rates at various funnel stages: lead to inspection, inspection to purchase, and quote to purchase.
• Cost per acquisition and margin per vehicle.
• Growth and activation of the dealer network and exchange-channel volume.
• Turnaround time for procurement and pricing approvals.
• Accuracy of inspections, quality of documentation, and compliance closure.
• Team productivity, capability development, and retention.
• Customer satisfaction, complaint resolution time, and cancellation rate.