Senior Manager, Sales - NMIPL

EXPECTED END RESULTS

MAJOR ACTIVITIES

• Sales
• Identify opportunities and performance gaps on an outlet level based on sales reports, segment & grade mix, lost sales, KPI benchmarking etc. Identifying gaps & taking corrective actions at dealerships.
• Review sales consultant performance and efficiency with management & define action plans.
• Review Sales Funnel data (Enquiries, Test Drive ratio, Closing ratio) to identify breakdowns and support the development of countermeasures incl. sharing best practices.
• Review VDM levers (volume bonus) with outlet management, build business cases to support investments and communicate the profit opportunities associated with target achievement.
• Forecast month end Wholesale & Retails landing on a weekly/monthly basis to improve NSC's forecast accuracy.
• Support in the development of outlet level business plans incl. capacity & resource requirements on an annual basis with quarterly updates on progress.
• Review the Nissan Intelligent choice (Certified Pre-Owned) performance and opportunities of the used car business.
• Marketing
• Deploy monthly strategy (incl. commercial actions, tactical campaigns, media plan & new launches)
• Strive to ensure adequate Working Capital (Fund) management at the dealership. Should be having adequate knowledge of working capital management for placing orders & how will it get executed.
• Review outlet marketing plans including advertising spend as well as assess the effectiveness of their efforts.
• Provide recommendations on new & innovative ways to enhance marketing efforts
• Periodically review CRM activity; support dealership on reputation management, digital markets and improving prospecting & lead management tactics.
• Support dealership and national efforts through the assistance at auto shows as well as local activities
• Incentives
• Educate dealership personnel on current incentive programs for customers, sales associates and outlet
• Ensures that dealership personnel comply with rules and requirements.
• Carflow Management
• Review carflow to ensure sufficient stock levels are maintained to attain retail targets.
• Consistently manage vehicle ordering and allocation process (WS) at an outlet level & analyze outlets car mix demands
• Review aged inventory concerns and support development of tactics to retail expeditiously
• Business Management
• Routinely review financial statements with dealer sales management to monitor operating efficiency, increased profitability as well as compliance with company standards.
• Provide dealer management with benchmarking information in order to showcase potential P/L and Balance sheet related areas of improvement with monthly follow-up plan.
• Customer Quality
• Ensure Customer Satisfaction through implemented tools (e.g. Quick pulse survey, SSI survey, Audit, Mystery shop) at an outlet & employee level to identify deficiencies and support the development and implementation of countermeasures.
• Ensure dealer management address specific customer complaints that need to be resolved.
• Periodic review of standards and online and offline processes, adhering to Nissan Retail Concept to enhance customer experience and provide consistent brand image at an outlet level.
• DND
• Conduct routine assessments of outlet facilities to ensure Retail Visual Identity aligned with the latest Global Standards.
• Understand dealer agreements, required performance and policy compliance for outlets.
• Routinely document outlet performance via contact/visit reports. Follow the requirements for minimum frequency of documentation as per the dealer performance management process in place.
• Training
• Conduct or support training of sales associates and monitor the training status of outlet staff (aligned with Global Curriculum)
• Conduct or support leadership training for dealer principals/sales/service managers (aligned with Global Curriculum)
• HR
• Monitor staff levels to ensure the appropriate number and qualification (% of certification where applicable) of staff is maintained & the pay plans are in-line to successfully attain retail objectives
• Identify causes for high levels of staff turnover and addresses issues with appropriate level of management.
• Others
• Maintain awareness of competitive dealership actions (Marketing or Network actions)
• Ensure adequate level of demo/test drive vehicles are maintained and that demo car policies are adhered to