Job description
Primary
Responsibilities
Leadership and Team Management
Develop a skilled and motivated sales team to ensure detailed knowledge about Audi product portfolio and competition
Segmentation and allocation of Sales channel, list of corporate accounts, territory amongst corporate sales consultants based on their performance
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 the scheduled corporate meetings 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 corporates 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 sales and marketing activities
Vehicle Sales
Oversee the sales process at each stage from quote to purchasing to fulfillment and follow up 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 Corporate Sales Consultants as and when required to:
Understand customers' diverse, specific business needs and apply product knowledge to meet those needs
Ensure that every customer is handled in professional manner showcasing the Audi brand experience
Ensure quality of service by developing a thorough and detailed knowledge of technical specifications and other features of Audi products
Prepare product presentation highlighting the key Audi features and benefits as compared to competitors
Perform vehicle demonstration and test drives to create a live product experience, making customers feel the need to buy an Audi
Build a strong customer trust by offering right product from Audi portfolio meeting all the customer needs
Manage margin retention/per car profitability 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
Document and manage a client base of corporate accounts prospective customers in territory with the Customer Organization hierarchy, Key Personnel, address and contact details
Identify various Sales Channel Specific Promotional Activities, to ensure better visibility of Audi brand
Ensures active participation of his team in Audi marketing events to proactively establish and maintain contact with corporates in the territory
Develop a Quarterly and Monthly Calendar on the Key Account Promotional Plan and execute the same
Analyze the existing customers( Historical data) and identifying an opportunity for new business generation
Process Adherence
Plan and manage all system level reporting and documentation requirement as per automotive regulations
Ensure adherence to the scheduled corporate meetings
Ensure Lead Management module owner ship of SFDC
Ensure adherence to process and achievement of CSS and LRS scores
Achieve excellence in product knowledge compliance of system and procedure for individual and sales team
Take ownership of any improvement feedback on sales process execution provided by the CRM, dealership senior management or Audi 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 Corporate Target Achievement
New Car Model-wise Corporate Target Achievement
Basic margin Retention
Visit Plan Adherence
Accessories per new car
Ratios (Qualified Lead(Qi) to Corporate Conversion Ratio, Test Drive(TD) Ratio)
Sales Process Adherence
Post Sales Feedback(PSF) Score
Customer Satisfaction Score (CSS)
No. of Customer Complaints escalation
Team Attrition