Head - Vehicle Sales - Passenger Car

We have an opportunity with a leading automobile conglomerate based at Oman

Note: Candidates should have prior working experience in selling passenger cars in Oman / Dubai at Senior Level

Job Responsibilities

Sales Strategy Development

- Analyse business context with Branch in charges / Team leaders- Review product contribution mix of each branch to the budget.

- Work-out branch-wise product mix and reviewing existing network versus competitive network.

- Proposing annual plan including product-mix and validate plan with HOD.

- Propose additional outlets and other resources (infrastructure, manpower etc) as needed in order to achieve business goals.

Sales Planning Review

- Review previous month actuals versus plan; Address shortfalls in volume by product segments (PC,CRO SUV, LCV) and by focus models across branches;

- Analyse inventory, fresh-arrivals and other information from Marketing Commercials affecting sales especially of focus models.

- Review and consolidate a 3-month sales plan of branches.

- Review manpower availability and actual productivity levels versus targets.

Approve recruitment action

- Finalise next month target to branches in order to plan for achievement of sales targets.

Prospect Generation

- Understanding current volume gap versus targets on focus-models in each product segment (viz PC, CRO, SUV & LCVs) for overall branch volume.

- Guiding the identification of opportunities in branch markets and analyse customer profile.

- Planning activities to reach specific profile and coordinate closely with Marketing function to determine marketing activities required to generate target number of prospects at branches.

- Identifying and allocating resources across various branches and reviewing individual team member's prospect planner and guide execution of activities in order to generate prospects in line with business goals.

Prospect Management

- Monitoring adequacy of prospect funnel for focus models for branch on a weekly basis and finalising corrective marketing actions.

- Coordinating with marketing functions for execution and also monitor exceptions on progress of prospects through various stages of the funnel.

- Validating non-conversions independently on a random-sample basis.

- Drilling-down on any exceptions and identifying root causes and reviewing action taken to arrest leakages and deviations

- Analyse patterns in red-flags raised on prospect generation and coordinating with relevant people to systematically resolve such occurrences.

- Reviewing MIS on prospect behavior and conversion ratios versus norms and direct corrective actions and verify efficacy of execution in order to ensure conversion of prospects.

Sales Conversion process

- Continuously monitoring plan versus actual sales by product & customer segments and guiding team leaders in usage of sales tools (Flip charts, Scripts, FAB analysis, testimonials, finance schemes, test drives, referrals etc).

Conducting PDCA activities with the team, negotiating prices, terms and conditions with customers in escalated cases and close sales.

Educating the customer on financing options, buy-back, lease etc and coordinating with other functions such as C&C, Used Car etc for deal-closure on escalated cases.

Reviewing lost-sales analysis and implementation of learning from such analysis and reviewing customer satisfaction scores and taking remedial actions

Approving nominations for Sales Certification Process by reviewing performance of Certified Sales executives and taking corrective actions (retrain, counsel, feedback for re-design of certification process etc.

Validating effectiveness of product & sales training in order to achieve sales revenues as per plan for all branches.

Brand Management

Understand brand positioning from marketing; Communicate positioning to branches. Verify all POP and communication is in line with brand promise across all branches.

Collate feedback on customer brand perceptions and communicate the same to marketing services.

Provide suggestions for improving brand promise in order to build the brand health of the assigned brand.

Procurement

Provide market intelligence across products, segments and volumes which could significantly affect volumes and by reviewing constantly excess inventory vehicles & older models across all branches.

Take action for dilution (such as display of such vehicles, highlight offers etc).

Prepare a quarterly month rolling forecast at the start of every month in order to support the procurement of vehicles in time.

Verify that storage of vehicles (including rotation) at branches is in line with company policies to avoid losses.

Guide the improvement of processes to minimize losses arising from improper storage / rotation in order to support procurement of vehicles in time (for branches).

Process Compliance and Improvement

Escalate cross-functional issues faced and analyse root causes of functional issues reported; Identify process improvements needed in function.

Direct team members for re-designing improvement in processes & controls,

Seek necessary approvals for deployment; Anticipate & seek resolution of issues that could impact sales or that could risk company assets in department.

Understand the CRM, sales standards from Principal, review audit findings

Direct team and guide initiatives in order to achieve compliance with the standards and protect company assets across branches

People Management

Provide estimates of sales workforce required; Interview candidates; Maintain balance between nationals and expatriate.

Recommend selection and discuss and set KRA and KPIs for team.

Review of their performance and provide coaching and guide team.

Identify training needs of team and conduct sales effectiveness training and implement employee engagement and team building activities.

Provide recommendations for increments and promotions and create succession plans for key positions in order to have a motivated and effective sales team for retail and fleet sales.

Network Expansion

Monitor competitive network; Identify gaps; Review potential at different locations for increased sales based on inputs from sales team

Provide inputs for cost-benefit analysis; Suggest network expansion / upgradation plans as part of the annual planning process.

Support implementation of expansion / upgradation plans within timelines in order to increase penetration and improve market share in the branches.

CRM

Understand customer grievances / issues and coordinate with other functions for resolution.

Direct sales team for corrective actions and Reassure customers on resolution of complaint.

Verify closure of customer complaint by reviewing CSI scores.

Identify root-cause and direct process improvements.

Devise customer loyalty programs for individual customers (covering complete ownership cycle).

Focus on programs which helps in generating repeat and reference sale by reviewing effectiveness of KAM & SME programs for building relationships & increasing sales of fleet customers in order to retain customers and generate repeat sales.