Regional Manager Sales

Job Description

Position Name: Regional Manager Sales

Department: Sales & Network

Reporting Position: Lead, Field & Corporate Sales

Qualification: Graduate/MBA

Years of Experience: 15+ years

Location: Bangalore

Key Responsibilities &Tasks

Volume / Mix

• Explain and get commitment for sales target for assigned dealerships
• Sets up the dealers’ sales business plan for assigned dealerships
• Commits a yearly target with each assigned dealers and implements actions to reach it and achieve it.
• Works closely with Dealer/Head of Regional Sales to ensure sufficient and appropriate pipeline to dealers in terms of model/engine/variants/optional equipment’s

Dealer Management

• Elaborates a sales diagnostic for assigned dealers
• Analyses the dealers’ market potential
• Sets up a business plan for assigned dealers including sales, marketing, media, local press and public relation activities
• Commits Sales target to assigned dealers, including model mix and fleet targets, based on national target
• Develops local events or partnerships at assigned dealer level
• Advises assigned dealers regarding organization, sales processes, stock management, standards
• Defines the local communication and media plan with assigned dealers
• Ensures that each assigned dealer has the right volume of new cars stock and demonstrator cars
• Ensures that each assigned dealer is participating in the necessary trainings
• Advises on ideal organization at assigned dealers
• Ensures all Audi Sales standards are fulfilled by assigned dealers
• Implements various initiatives taken by Audi at assigned dealerships

Reporting For Assigned Dealers

• Prepares daily and weekly reports of the sales trends and actions in place (deliveries, bookings) for assigned dealers
• Sends minutes after each dealer/customer visit to the NSC for assigned dealers
• Ensures that the actions decided in the minutes are put into place for assigned dealers
• Follows-up the actions with assigned dealers
• Monitors progress of such actions and maintains records of such minutes of meetings with assigned dealers
• Escalates unresolved issues at next superior level so that business does not get impacted
• Makes a complete presentation for each assigned dealer with all issues involved and improvement on those issues once in a quarter to management

Fleet Business

• Works for achieving the defined corporate sales target for assigned dealers
• Ensures assigned dealership provides resources for achieving those corporate sales targets
• Analyses the corporate market potential and sets up priorities for assigned dealerships

Customer satisfaction

• Follows and steers local actions to increase customer/dealer satisfaction and loyalty for assigned dealerships
• Resolves customer complaints if any at the assigned dealerships and sets up process to avoid same in future
• Closely monitors Annual quality bonus, balance score card performance including CSS (sales) results and mystery shopping results for assigned dealership and takes corrective actions

Sales Process Implementation

• Ensures that organization chart is populated by capable candidates throughout the year for assigned dealerships
• Ensures the Sales process manual including Audi Sales processes are implemented in all dealerships of the zone for assigned dealerships

Reporting for Region

• All MIS report such as daily pipeline, Stock, Booking etc. and Weekly Retail and Wholesale forecast as well as monthly report with in prescribed time frame for complete region (all dealerships of Region) through Sales Coordinator
• All Weekly and Monthly reports such as Retail Forecast, Wholesale Forecast, Remittances report, weekly marketing report etc. for entire region
• All Monthly report such as customer data, corporate sales report, various ratio reports, demonstrator car report, sales consultant wise reports, funds report