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Confidential Company - Oman
Sales Strategy Development
Collate in-depth information on product-mix, network, competitors and customer profile for own branch; Communicate with Group Head (Branches) and jointly set targets for branch; Agree on resource requirements in order to achieve sales targets in the said branch.
Sales Planning process
Review previous month actuals versus plan; Address shortfalls in volume by product segments (PC, SUV, LCV) and by focus models across branch; Review and monitor inventory, especially of focus models; Prepare 3-month sales plan for branch; Validate manpower availability and actual productivity levels versus targets; Request approval for recruitment action, if required; Recommend next month target for branch; Analyse learning & replicate successes, product-wise, within the branch in order to plan for the achievement of sales targets.
Understand current volume gap versus targets on focus-models in each product segment (viz. passenger car, SUV & LCVs) as appropriate to the branch; Examine customer segments for focus-models (including fleet customers); Identify opportunities in market; Propose to Group Head (Branches) and plan marketing activities required to generate target number of prospects; Organise contact programs for fleet customers; Plan and organise resources to execute the activities ( staff, road-shows etc); Nurture relationship with privileged customers; Coordinate between Marketing and Branch sales force for new product launches, training and promotion activities in order to generate prospects for sales across branch.
Verify timely and accurate capture of prospect data; Monitor adequacy of prospect funnel for focus models for branch on a daily basis within the branch; Determine & propose corrective marketing actions; Coordinate with marketing function for execution; Review closely progress of prospects through various stages of the funnel; Validate non-conversions independently on a 100% basis for Priority A ("hot") prospects for timely conversion; Validate non-conversions independently on 50% basis for Priority Group B ("warm") prospects for timely conversion; Drill-down on any exceptions and identify root causes; Arrest leakages and deviations immediately when detected; Resolve escalated issues; Generate & report MIS on prospect behaviour and conversion ratios versus norms for branch in order to ensure conversion of prospects into sales.
Sales conversion process
Guide team and verify usage of sales tools (FAB analysis, testimonials, finance schemes etc); Nominate people for Sales Certification; Provide / arrange for product training; Shuffle prospects amongst sales executives, as required; Follow-up with sales executives; Identify reason for not meeting targets; Take corrective actions (counsel, modify plan etc); Negotiate with customer (price, terms & conditions of sale); Educate the customer on applying for loan, suitability of a model / vehicle etc; Close sales; Authorise discounts (as per limits); Coordinate with other functions such as C&C, Used Car etc for deal-closure; Review lost-sales analysis and implementation of learning; Control stock levels as per norms; Coordinate for warehouse for timely delivery of vehicles; Review post-sales satisfaction scores and take remedial actions in order to achieve sales targets for the branch.
Understand brand positioning from marketing; Communicate positioning to SEs; Check with RVI template that POP & communication is in line with brand promise in branch; Collate feedback on customer brand perceptions and communicate the same to branch retail sales head in order to build the brand health of SBA.
Collate competitive intelligence; Analyse trends in product-mix sales, buyer-behaviour in branch; Forecast product requirements for branch; Provide inputs for price analysis; Maintain inventory levels as per norm
Provide market intelligence across products, segments and volumes which could significantly affect volumes; Verify that inventory in branch is in line with norms; Coordinate with central logistics for timely vehicle transfers; Store vehicles (including rotation) as per company policies to prevent damages & losses; Take action for dilution (such as display of such vehicles, highlight offers etc) as per directions received in order to support procurement of vehicles in time for the branch.
Process Compliance and Improvement
Execute process improvement actions as directed; Address & resolve issues that affect customers or branch operations in weekly meetings through GAMBA teams; Escalate key issues that need HO intervention; Review progress of GAMBA teams; Understand NSSW standards; Verify compliance with NSSW standards in branch; Monitor resolution of issues that could risk company assets in branch; Take corrective actions (such as training, communication, monitoring) in order to comply with Nissan standards, improve customer service and mitigate risks in the branch.
Discuss and set KRA and KPIs for team; Review their performance & competency gaps; Coach and guide team (product, customer handling and systems); Identify training needs of team and nominate staff for sales certification programmes; Conduct sales effectiveness training; Implement employee engagement and team building activities; Provide recommendations for increments and promotions in order to have a motivated and effective sales team for the branch.
Understand customer grievances / issues; Coordinate with other functions for resolution; Direct sales team for corrective actions; Reassure customers on resolution of complaint; Verify closure of customer complaint; Review CSI scores; Implement process improvements; Implement customer loyalty programs for individual customers (covering complete ownership cycle).
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