This role involves driving dealership revenue by leading a high-performing team of sales consultants to meet monthly retail and enquiry targets. The focus is on optimizing lead conversion ratios, ensuring adherence to OEM sales processes, and maintaining high levels of customer satisfaction throughout the vehicle purchase journey.
Key Responsibilities
- Lead and mentor a team of 8-10 Sales Consultants to achieve monthly retail, insurance, and accessory targets.
- Monitor and manage lead flow through the Dealer Management System (DMS) and Lead Management System (LMS) to ensure timely follow-ups.
- Conduct daily morning huddles to review the previous day's performance and plan the current day's test drives and deliveries.
- Intervene in complex negotiations to help team members close deals and ensure maximum value per vehicle sold.
- Coordinate with the stockyard and finance departments to ensure timely vehicle allocation and loan disbursements.
- Ensure the team adheres to the OEM's standard operating procedures (SOP) regarding showroom etiquette and customer interaction.
- Analyze lost cases and customer feedback to identify areas for process improvement and team training.
- Prepare daily, weekly, and monthly MIS reports for the Sales Manager regarding team productivity and market trends.
Requirements
- Minimum 5 years of experience in automotive sales with at least 2 years in a supervisory or senior consultant role.
- In-depth knowledge of the automotive sales cycle, including finance, insurance, and registration processes.
- Proficiency in operating Dealer Management Systems (DMS) and MS Excel for data tracking.
- Strong negotiation skills with a proven track record of meeting or exceeding individual and team targets.
- Excellent communication skills in English and the local regional language.
- Valid four-wheeler driving license and comfort with conducting customer test drives.
Preferred
- Experience working with a reputed passenger car or commercial vehicle OEM dealership.
- Strong understanding of competitive products and market dynamics in the local territory.
- Prior experience in managing value-added services like exchange (Pre-owned cars) and extended warranties.
Skills
Technical
CRM/DMS Proficiency, Sales Forecasting, Inventory Management, Automotive Technical Knowledge, Financial Calculation (EMI/ROI)
Soft Skills
Team Leadership, Conflict Resolution, Performance Coaching, Customer Relationship Management, Strategic Planning
Qualifications
Education: Graduate in any discipline; MBA in Marketing or Sales is highly preferred.
Experience: 5-8 years of relevant experience in the Indian automotive sector.
Certifications: OEM Sales Team Leader Certification (preferred), Soft Skills or Leadership Training Certificate
Work Environment
Standard dealership showroom environment with a 6-day work week. Requires active presence on the showroom floor and occasional travel for field visits or corporate displays.
Growth Opportunities
Successful candidates can progress to Assistant Sales Manager (ASM) or Sales Manager (SM) roles within the dealership group or transition into OEM-side field roles like Area Sales Manager.