This role involves spearheading the dealership's sales operations by leading a high-performing team to achieve aggressive monthly retail targets. It focuses on optimizing the sales funnel, managing OEM relationships, and ensuring a premium customer experience from inquiry to vehicle delivery.
Key Responsibilities
- Lead and mentor a team of Sales Consultants and Team Leaders to ensure consistent achievement of monthly and quarterly sales volume targets.
- Monitor and manage the Dealer Management System (DMS) to track lead conversion ratios, enquiry flow, and test drive efficiency.
- Oversee the entire vehicle delivery process (PDIs to Gate-out) to ensure compliance with OEM standards and high Customer Satisfaction Index (CSI) scores.
- Coordinate with the OEM for stock allocation, inventory management, and implementation of national sales schemes at the local level.
- Drive the Finance and Insurance (F&I) penetration by collaborating with banks and insurance partners to offer competitive packages to customers.
- Analyze market trends and competitor activities to develop local marketing strategies and BTL (Below the Line) activities for lead generation.
- Conduct daily morning huddles and weekly performance reviews to identify training needs and process gaps within the sales team.
- Manage the departmental P&L by controlling operational costs while maximizing revenue through accessories, value-added services (VAS), and extended warranties.
Requirements
- 5 to 8 years of core experience in Automotive Retail Sales within a reputed dealership or OEM.
- Proven track record of managing a team of at least 10-15 sales professionals.
- In-depth knowledge of automotive sales processes, RTO regulations, and motor insurance norms in India.
- Proficiency in using automotive CRM/DMS software (like SAP, Oracle, or proprietary OEM systems).
- Excellent command over English and the local regional language for effective customer and stakeholder interaction.
- Strong analytical skills to interpret sales data and market trends.
- Valid four-wheeler driving license and willingness to work flexible hours including weekends.
Preferred
- Prior experience working with top-tier Indian OEMs (e.g., Maruti Suzuki, Hyundai, Tata Motors, or Mahindra).
- Experience in handling corporate sales and institutional tie-ups.
- Certification in Sales Management or Leadership from a recognized institute or OEM.
Skills
Technical
Inventory Management, DMS & CRM Proficiency, P&L Management, Market Intelligence, Product Life Cycle Knowledge
Soft Skills
Strategic Leadership, Negotiation Skills, Customer Relationship Management, Conflict Resolution, Public Speaking
Qualifications
Education: Graduate in any stream; MBA in Sales & Marketing is highly preferred.
Experience: 5-8 years in Automotive Sales with at least 2 years in a Team Lead or Assistant Manager role.
Certifications: OEM Certified Sales Manager (preferred), IRDA Certification (optional)
Work Environment
On-site showroom environment with a 6-day work week. Requires active presence on the shop floor and occasional travel for corporate meetings or off-site events.
Growth Opportunities
Successful candidates can progress to General Manager (Sales) or move into Regional Operations roles within the dealership group or transition into OEM-side sales management.