Job description
Primary
Responsibilities
Leadership and Team Management
Develop and maintain a well-informed and motivated sales team by ensuring product and competition knowledge
Manage allocation of team targets and sales KPIs within the sales team
Maintain and monitor progress of the team on both team and individual targets and KPIs
Conduct daily morning team meetings (with Sales Consultants) to plan activities, review sales pipeline, and track progress towards monthly targets
Conduct monthly review meetings with the team to assess performance identify challenges and define action plan for the coming month at an individual level
Channelize the efforts of the team by assisting them in prioritizing of generated leads
Provide guidance and support to the Sales Consultants through the sales cycle to ensure high lead conversion ratio
Support Sales Consultants in efficient coordination with relevant teams to ensure smooth execution of required processes such as Test Drives, Billing and payments, Loan approvals, RTO registrations, trade-in evaluations, and final vehicle handover
Drive efforts to ensure high degree of SFDC adoption within the team through accurate and timely updates (leads, test drives, etc.)
Regularly review status on the leads to ensure efficient follow-up on leads shared by the Marketing team
Coordinate with Marketing team and CR team for field visits and participation in marketing activities
Vehicle Sales
Drive efforts and team and individual sales consultant’s level to ensure sales and ancillary target achievement
Leverage personal experience to actively maintain contact with prospective customers to convert them into buyers and sell the entire Audi product portfolio
Support the sales consultants as and when required to:
Conduct need analysis with the customer, create a unique product experience, and making customers feel the need to buy an Audi
To build trust and offer customers the right products from the Audi portfolio and draw up a complete offer which meets their exact needs and interests
Guide the customers through the decision making process all the way from the offer to the signed contract in a way that ensures meeting of customer preferences as well as those of the dealership and Audi India
Manage margin retention limits for the vehicle sales as defined by the dealership
Showcase strong customer orientation to ensure that the customer has a memorable and delightful brand experience through the sales process, right from first contact to final vehicle delivery
Responsible for ensuring timely receipt of payment and collection for the customers for his team
Additional Business Generation
Ensures active participation of his team in Audi marketing events to proactively establish and maintain contact with prospective customers
Support incremental business opportunities for the dealership by evaluating for cross-selling possibilities through used car exchange, Finance schemes, Accessories sales, Extended Warranty and other value added services
Process Adherence
Take ownership of the sales process adherence by his/her team as prescribed by the Audi SOP
Plan and manage all system level reporting and documentation requirement as per Audi standards for self and team
Ensure Sales complaint at a minimum as prescribed by Audi India and facilitate process execution to meet the targets for the BSC through CSS, LRS, Audits etc.
Take ownership of any improvement feedback on sales process execution provided by the CRM, dealership senior management or Audi team
Responsible for CSS and PSF score target achievement for the team
Pay special attention to and monitor a high quality implementation of need analysis and objection handling section of the overall sales cycle
People Management
Ensure completion of all training requirements for self and assigned sales team as defined by Audi India
Ensure all performance management activities of the team are completed timely and satisfactorily
Measures (Reports):
New Cars Overall Retail Target Achievement
New Car Model-wise Retail Target Achievement
Basic margin Retention
Finance Penetration as % of New Car
Insurance Penetration as % of New Car
Pre-Owned Cars Penetration as a % of New Car
Extended Warranty(EW) Penetration as a % of New Car
Accessories per new car
Overall Margin Retention
Average Booking to Full payment disbursement turnaround time(TAT)
Ratios (Qualified Lead(Qi) to Retail Conversion Ratio, Test Drive(TD) Ratio)
Lead Response Score (LRS)
Post Sales Feedback(PSF) Score
Customer Satisfaction Score (CSS)
No. of Customer Complaints escalation
Team Attrition