Job description
Primary
Responsibilities
Leadership and Team Management
Develop a skilled and motivated sales team to ensure detailed technical knowledge and unique Audi offerings than its competitors
Segmentation and allocation of target celebrities, HNIs to sales consultant based on their performance and expertise
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 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 customers 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 entire sales process at each stage from lead generation 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 Performance Sales Consultants as and when required to:
Understand customers lifestyle, specific interest and apply product knowledge to meet those needs
Make sure that the customers receive a premium service and handled professionally as per the Audi India standards
Ensure more meetings with customer for better product discussion and convert him to buy the high end Audi products
Ensure quality of service by developing a thorough and detailed knowledge of technical specifications and unique features of Audi products
Prepare product presentation highlighting the key Audi features and benefits as compared to competitors
Perform vehicle demonstration and test drives as per customer convenience and create a unique 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
Check for Finance requirements, Trade-in opportunities, accessories, EW, Service Package, other VAS requirements from the customer
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
Document list of HNIs customers, celebrities in territory and identify opportunity to generate leads
Ensures active participation of his team in Audi marketing events/ Referrals to proactively establish and maintain celebrity contacts in the territory
Conduct courtesy calls with existing customers to develop interest in new Audi products, Arranging meetings for the same
Process Adherence
Plan and manage all system level reporting and documentation requirement as per automotive regulations
Ensure adherence to the scheduled meetings
Ensure Lead Management module owner ship of SFDC
Ensure adherence to process and achievement of CSS and LRS scores
Achieve excellence in detailed product technical knowledge and unique Audi offerings 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
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 Performance Target Achievement
New Car Model-wise Performance Target Achievement
Basic margin Retention
Finance Penetration as % of New Car
Insurance Penetration as % of New Car
Ratios (Qualified Lead(Qi) to Performance Conversion Ratio, Test Drive(TD) Ratio)
Sales Process Ahdrence
Post Sales Feedback(PSF) Score
Customer Satisfaction Score (CSS)
No. of Customer Complaints escalation
Team Attrition