Reporting Manager General Manager - Sales

Location Dealership Location (Pan India)

Education and

Experience

Education

- Graduate (Technical/Non-Technical)

- Preferably - MBA - Sales & Marketing qualification is desirable

Experience

- 5-8 years of experience in Sales Function with Min 3+ years as a

Manager/Team Leader

- Min 3 + Yrs of Industry Experience

Overview of the role:

The purpose of the Sales Manager is to

a) Maximize sales and achieve the targets

b) Guide the Team of Sales Consultants in his/her product category to maximize sales and

c) Ensure customers enjoy a World Class Customer Experience at the Dealership.

Key Responsibilities:

Drive Business Results

- Achieves the sales targets as per the business plan for his portfolio by effective management of

the sales funnel (ETBR)

- Plan for the targeted sales by using his/her product knowledge, market knowledge and profiling

the needs of the Customers

- Ensures adherence of Sales Process in achieving the targets (SANKLAP, Digital)

Customer Focus

- Takes the necessary steps to ensure that Customers receive a World Class Experience at the

Dealership

- Ensures adherence to the steps in the Sales Process so as to achieve the desired CX Score. Does

root cause analysis to identify gaps and ensures corrective actions.

- Interacts with customers in case of escalations, concerns, exceptions, bulk orders and in case of

high profile customers

- Interacts with Customers regularly to ensure to identify the trends and changes in customer

behaviors

Planning and Review

- Reviews ETBR report and compares planned against actuals to get insight into the performance

of the team Tracks and reviews the P1, P2, P3 leads and takes the necessary steps for

conversion.

- Ensures the sales consultants update enquiries in the system appropriately and in a timely

manner

- Ensures all processes are adhered to by the team like updating the enquiries in the Sales Genie,

the sales process, 6-step demo process and usage of digital tools

- Provides inputs for stock management after analyzing sales reports

- Liaises with the OEM for vehicle ordering, finance, incentive schemes, activities etc.

- Liaises with financiers, insurance, RTO and allied businesses

- Mahindra and Mahindra Ltd. Page 2 l 2

Team Management

- Guides, mentors, motivates and leads the team to achieve and exceed the sales targets.

- Creates a conducive environment for working at the dealership

- Mentors sales consultants on difficult enquiries to guide them to closure

- Ensures that the Incentives and Reward mechanisms are in place so that team members are

motivated.

- Arranges for necessary training & development of the team

Skills:

- Business Orientation: Ability to leverage knowledge of customer profiles, potential of various

channels and other business enablers to maximize the business results.

- Planning: Effectively plan for self and team to achieve Sales targets. Identify right resources

required to attain the strategic objectives

- Execution Excellence: Eye for detail to identify any gaps in process and quality. Effective execution

of the plan awhile adhering to the process.

- Customer Centricity: Ability to identify ways to deliver a differentiated customer experience.

- Interpersonal Skills: Ability to build meaningful and long-term relationship with Customers and Key

Stakeholders. Ability to influence and handle difficult interactions with Customers and Team

Members.

- Team management: Ability to set targets, review, engage and motivate the team and drive

performance.

Abbreviations:

- ETBR: Enquiry, Test Drive, Booking, Retail

- SANKLAP : Smile and Greet, Analyze need, Need based demo, Key to test drive, Acknowledge and

Eliminate doubts, Lead to closure, Promise a relationship