Job description
The Audi GM Sales directs the sales team competently and manages the processes of the entire sales department at the Audi dealership. By motivating those in the department and ensuring their continuous development, he ensures that the volume and profit targets agreed on with the management of the dealership are achieved. In line with the strategy of AUDI India, he takes action to exploit the market potential. He ensures that every customer receives an excellent sales experience and is instrumental in the fact that customers are enthusiastic about the Audi brand and the dealership.
Primary
Responsibilities
Volume plan achievement
Responsible for target achievement for the dealer through strong team management
Training of the sales team for driving Sales process
Own the customer satisfaction process for Sales for his team
Responsible for Sales Department profitability
Align Marketing plan in line with the business requirement
Strategy and Planning
Use the understanding of the luxury car market potential to define the dealership sales strategy and annual, quarterly and monthly sales targets in alignment with the sales appendix
Apply analytical skills and business acumen to define the target achievement strategy by conducting business planning and forecasting exercises for the Retail, Bespoke, Corporate, Upcountry and VAS sales teams
Demonstrate a strong hold on market and customer insights to drive the design of impactful customer offers and solution themes for the market in alignment with Audi India and dealership management
Support the definition of the dealership marketing strategy and marketing plan to strengthen the Audi brand and support sales target achievement
Optimize the four sales channels of Retail, Upcountry, Bespoke, and corporate to ensure maximum potential utilization of the market.
Sales Process Oversight
Regularly track sales progress by conducting sales KPI achievement and process execution reviews with individual department heads and define mid-course corrections as required
Track and review customer satisfaction KPIs and ensure overall customer experience as per Audi standards
Provide guidance and support to the Sales team as and when required through the sales cycle to ensure high lead conversion ratio
Act as a key contributor to the Sales process by cultivating personal contacts to potential major customers (such as authorities, trade associations, clubs, suppliers, companies)
Act as key interface with the service organization and coordinate with service workshop and spares department for smooth business operations and higher customer satisfaction
Organization
Support the definition of the vision / mission statement for the dealership organization
Create and maintain the Sales team organization structure such that it is aligned to achieve the overall business objectives defined by the dealership management and Audi India
Coordinate with the HR department, dealership management and Audi India to ensure deployment of critical HR processes at the dealership to ensure an effective and engaged workforce
Take ownership of the overall flow of communication related to targets, policies, performance, customer offers and other directives from dealership management and Audi India across the dealership sales organization
As the owner of the overall sales process at the dealership, proactively drive process excellence and innovation in alignment with the dealership and Audi India strategic goals
Ensure cascading of targets through MBO definition and driving ownership and accountability down to each role holder by driving an efficient performance management system
Secondary
Responsibilities
Take ownership of the overall customer experience and ensures showroom infrastructure and preparedness levels of customer facing staff is as per the Audi standards
Measures (Reports):
New Cars Overall Target Achievement
New Car Model-wise Target Achievement
Basic margin retention
Monthly Bonus – as per Appendix
Quarterly and Annual Bonus – as per Appendix
Marketing Event Payout – as per Appendix
Other income per car (Finance, Insurance, VAS income)
Direct Profit Per car Sold
Gross Profit(GP) Per Used car Sold
Monthly Market Share
Average Booking to Full payment disbursement turnaround time(TAT)
Stock Ageing
Days of Stock on 1st Opening every month
Decommissioned Demo car Stock – as per norms
Retail Sales Standards(RSS) = 100%
Lead Response Score(LRS) = 100%
Sales Department Attrition
AI training attended by Sales staff