Manager, Sales - NMIPL

Posted:
11/5/2024, 4:00:00 PM

Location(s):
Haryana, India ⋅ Gurugram, Haryana, India

Experience Level(s):
Mid Level ⋅ Senior

Field(s):
Growth & Marketing ⋅ Sales & Account Management

  • Sales

  • Identify opportunities and performance gaps on an outlet level based on sales reports, segment & grade mix, lost sales, KPI benchmarking etc. Identifying gaps & taking corrective actions at dealerships.
  • Review sales consultant performance and efficiency with management & define action plans.
  • Review Sales Funnel data (Enquiries, Test Drive ratio, Closing ratio) to identify breakdowns and support the development of countermeasures incl. sharing best practices.
  • Review VDM levers (volume bonus) with outlet management, build business cases to support investments and communicate the profit opportunities associated with target achievement.
  • Forecast month end Wholesale & Retails landing on a weekly/monthly basis to improve NSC's forecast accuracy.
  • Support in the development of outlet level business plans incl. capacity & resource requirements on an annual basis with quarterly updates on progress.
  • Review the Nissan Intelligent choice (Certified Pre-Owned) performance and opportunities of the used car business.
  • Marketing
  • Deploy monthly strategy (incl. commercial actions, tactical campaigns, media plan & new launches)
  • Strive to ensure adequate Working Capital (Fund) management at the dealership. Should be having adequate knowledge of working capital management for placing orders & how will it get executed.
  • Review outlet marketing plans including advertising spend as well as assess the effectiveness of their efforts.
  • Provide recommendations on new & innovative ways to enhance marketing efforts
  • Periodically review CRM activity; support dealership on reputation management, digital markets and improving prospecting & lead management tactics.
  • Support dealership and national efforts through the assistance at auto shows as well as local activities
  • Incentives
  • Educate dealership personnel on current incentive programs for customers, sales associates and outlet
  • Ensures that dealership personnel comply with rules and requirements.
  • Carflow Management
  • Review carflow to ensure sufficient stock levels are maintained to attain retail targets.
  • Consistently manage vehicle ordering and allocation process (WS) at an outlet level & analyze outlets car mix demands
  • Review aged inventory concerns and support development of tactics to retail expeditiously
  • Business Management
  • Routinely review financial statements with dealer sales management to monitor operating efficiency, increased profitability as well as compliance with company standards.
  • Provide dealer management with benchmarking information in order to showcase potential P/L and Balance sheet related areas of improvement with monthly follow-up plan.
  • Customer Quality  
  • Ensure Customer Satisfaction through implemented tools (e.g. Quick pulse survey, SSI survey, Audit, Mystery shop) at an outlet & employee level to identify deficiencies and support the development and implementation of countermeasures.
  • Ensure dealer management address specific customer complaints that need to be resolved.
  • Periodic review of standards and online and offline processes, adhering to Nissan Retail Concept to enhance customer experience and provide consistent brand image at an outlet level.
  • DND

  • Conduct routine assessments of outlet facilities to ensure Retail Visual Identity aligned with the latest Global Standards.
  • Understand dealer agreements, required performance and policy compliance for outlets.
  • Routinely document outlet performance via contact/visit reports. Follow the requirements for minimum frequency of documentation as per the dealer performance management process in place.
  • Training
  • Conduct or support training of sales associates and monitor the training status of outlet staff (aligned with Global Curriculum)
  • Conduct or support leadership training for dealer principals/sales/service managers (aligned with Global Curriculum)
  • HR
  • Monitor staff levels to ensure the appropriate number and qualification (% of certification where applicable)  of staff is maintained & the pay plans are in-line  to successfully attain retail objectives
  • Identify causes for high levels of staff turnover and addresses issues with appropriate level of management.
  • Others
  • Maintain awareness of competitive dealership actions (Marketing or Network actions)
  • Ensure adequate level of demo/test drive vehicles are maintained and that demo car policies are adhered to
Gurugram Haryana India