Deputy General Manager - Sales, NMIPL
Job Summary
Job Description
This Deputy General Manager - Sales role at Nissan India focuses on driving retail and wholesale volumes, managing dealership operations, and enhancing customer satisfaction. Key responsibilities include lead and enquiry management, target setting, promotional activities, and inventory control. The role also involves expanding institutional and corporate sales, ensuring SOP compliance, and implementing DMS. Additionally, the DGM will oversee allied businesses like insurance and finance penetration, manage sales team training and retention, and ensure dealer working capital and satisfaction.
Must have:
- Enquiry Management
- Lead management
- Managing retail at dealerships
- Enhancing retails through corporate/fleet business
- Target Setting and Monitoring
- Promotion- ATL/BTL Management
- Dealer Stock Management
- Order forecasting
- Inventory Funding Management
- Co-ordination and liasioning with Financers
- Recommendation for Network Expansion
- Implementation of Nissan Sales Standards
- Implementation of processes for customer satisfaction
- CRM intervention at dealerships
- Customer Concern Resolution and managing escalations
- Root cause analysis for complaints
- Tapping potential in Top 50 Corporates
- Identifying customers for bulk deals
- Identifying Top 20 fleet operators
- Ensuring adequate manpower for corporate business
- ATL/ BTL activities for enquiry generation
- Implementation of Nissan Standards on infrastructure
- Gap identification and continuous improvement
- Usage and monitoring of DMS
- Ensuring timely submission of data in the system
- Ensuring 90% + inhouse Insurance penetration
- Ensuring 60% + inhouse finance penetration
- Ensuring min accessory sales of Rs 6000 / per new car sales
- Ensuring min Extended warranty penetration of 60%
- Initiating NIC business at all dealership
- Identification of training needs of dealership employees
- Continuous improvement through training
- Manpower Adequacy and Retention management
- Min. 80% trained manpower at all times
- Keeping attrition below 20%
- Liasoning with financers for working capital
- Checking working capital availability and diversion of funds
- Ensuring check on capital erosion and profitability
- Managing dealer expectations on business development
- Managing dealer profitability
- Ensuring timely redressal of dealer concern
- Timely dealer claim settlement
2 skills required
Job Details
EXPECTED END RESULTS
MAJOR ACTIVITIES
Retail & Wholesale Volumes
- Enquiry Management- Enquiry Generation, Test Drive, Home Visits
- Lead management of Cardekho /LMS and Product Websites
- Managing retail at dealerships
- Enhancing retails through corporate/fleet business
- Target Setting and Monitoring
- Promotion- ATL/BTL Management.
- Dealer Stock Management- Managing Aging of inventory
- Order forecasting
- Inventory Funding Management of dealerships
- Co-ordination and liasioning with Financers for Retail and WS funding
- Recommendation of parties for Network Expansion in open area
SSI Score
- Implementation of Nissan Sales Standards at dealerships
- Implementation of processes for customer satisfaction
- CRM intervention at dealerships
- Customer Concern Resolution and managing escalations
- Root cause analysis for complaints and continuous improvement
Institutional & Corporate Sales
- To tap potential in Top 50 Corporates in the region
- To identify customers for bulk deals in the region
- To identify Top 20 fleet operators in the region and ensure regular business from them
- To ensure adequate manpower in each dealership for corporate business
- ATL/ BTL activities for enquiry generation
SOP Compliance
- Implementation of Nissan Standards on infrastructure, Test Drive Cars, Manpower availability and grooming, Sales Processes
- Gap identification and continuous improvement
DMS Implementation
- Usage and monitoring of DMS
- Ensuring timely submission of enquiries, booking and retails in the system
Allied Business
- Ensuring 90% + inhouse Insurance penetration by dealer
- Ensuring 60% + inhouse finance penetration by dealer
- Ensuring min accessory sales of Rs 6000 / per new car sales
- Ensuring min Extended warranty penetration of 60% of new car sales
- To initiate NIC business at all dealership to ensure that they are exchange ready. Min exchange penetration to be 20%
%trained Sales People at dealerships
- Identification of training needs of dealership employees
- Continuous improvement through download of training bulletins, class room training, role plays and hand holding
- Manpower Adequacy and Retention management
- Min. 80% trained manpower at all times
- To keep a check on attrition below 20%
Dealer Working Capital
- Liasoning with financers to enable required working capital for dealerships
- Keep a check on working capital availability and diversion of funds in to other businesses
- Ensuring check on capital erosion due to business losses and ensuring profitability of dealership
Dealer Satisfaction Index
- Managing dealer expectations on business development
- Managing dealer profitability
- Ensuring timely redressal of dealer concern
- Timely dealer claim settlement
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About The Company
Nissan is more than a car company. We are an innovation company. We take the most innovative thinking in the industry and combine it with performance, value, efficiency, safety and style. The result: Cars that thrill you every time you get behind the wheel. With over 150 million vehicles produced globally, Nissan continues with the goal to enrich the lives of our employees and customers alike.
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