Sales Manager

Gautam Modi Group; Mumbai; On-site; INR 1,200,000 - 3,500,000; Full time

Job summary

Audi India in Mumbai seeks an experienced sales leader to drive performance and optimize the end-to-end automotive sales process for the Audi portfolio. You will lead a motivated team, ensure product knowledge, and coordinate with Marketing and other teams to maximize conversions and customer satisfaction.

The role requires strong people management, process adherence, and a focus on meeting monthly targets across new car and ancillary services, while maintaining premium customer experiences from

Responsibilities

• Lead and manage the sales team to achieve targets and KPIs.
• Ensure product and competition knowledge across the team.
• Allocate team targets and monitor progress on both team and individual KPIs.
• Conduct daily morning meetings to plan activities, review pipeline and monthly targets.
• Run monthly performance reviews to identify challenges and define action plans for individuals.
• Prioritize generated leads and guide Sales Consultants through the sales cycle.
• Support coordination with test drives, billing, loan approvals, RTO, trade-ins and final handover.
• Drive SFDC adoption with timely lead and activity updates.
• Review lead status and ensure timely follow-ups from Marketing shared leads.
• Coordinate with Marketing and CR teams for field visits and marketing activities.
• Drive vehicle sales and ancillary target achievement at team and individual levels.
• Maintain contact with prospective customers to convert them into buyers and upsell Audi portfolio.
• Assist in need analysis, product tailoring and creating compelling offers for customers.
• Guide customers from offer to signed contract, aligning customer and dealership preferences.
• Manage margins within dealership guidelines during vehicle sales.
• Ensure a strong customer-centric experience from first contact to delivery.
• Ensure timely receipt of payments from customers for the team.
• Encourage team participation in Audi marketing events and cross-sell opportunities (used cars, finance, accessories, EW).
• Uphold sales process adherence as per Audi SOP and document requirements for self and team.
• Oversee system reporting and documentation as per Audi standards; handle CSS, LRS, audits as required.
• Own improvements feedback on sales processes from CRM, management or Audi team.
• Aim for CSS and PSF score targets and maintain high-quality need analysis and objection handling.

Job description

Primary Responsibilities

Leadership and Team Management

Develop and maintain a well-informed and motivated sales team by ensuring product and competition knowledge

Manage allocation of team targets and sales KPIs within the sales team

Maintain and monitor progress of the team on both team and individual targets and KPIs

Conduct daily morning team meetings (with Sales Consultants) to plan activities, review sales pipeline, and track progress towards monthly targets

Conduct monthly review meetings with the team to assess performance identify challenges and define action plan for the coming month at an individual level

Channelize the efforts of the team by assisting them in prioritizing of generated leads

Provide guidance and support to the Sales Consultants through the sales cycle to ensure high lead conversion ratio

Support Sales Consultants in efficient coordination with relevant teams to ensure smooth execution of required processes such as Test Drives, Billing and payments, Loan approvals, RTO registrations, trade-in evaluations, and final vehicle handover

Drive efforts to ensure high degree of SFDC adoption within the team through accurate and timely updates (leads, test drives, etc.)

Regularly review status on the leads to ensure efficient follow-up on leads shared by the Marketing team

Coordinate with Marketing team and CR team for field visits and participation in marketing activities

Vehicle Sales

Drive efforts and team and individual sales consultant’s level to ensure sales and ancillary target achievement

Leverage personal experience to actively maintain contact with prospective customers to convert them into buyers and sell the entire Audi product portfolio

Support the sales consultants as and when required to:

Conduct need analysis with the customer, create a unique product experience, and making customers feel the need to buy an Audi

To build trust and offer customers the right products from the Audi portfolio and draw up a complete offer which meets their exact needs and interests

Guide the customers through the decision making process all the way from the offer to the signed contract in a way that ensures meeting of customer preferences as well as those of the dealership and Audi India

Manage margin retention limits for the vehicle sales as defined by the dealership

Showcase strong customer orientation to ensure that the customer has a memorable and delightful brand experience through the sales process, right from first contact to final vehicle delivery

Responsible for ensuring timely receipt of payment and collection for the customers for his team

Additional Business Generation

Ensures active participation of his team in Audi marketing events to proactively establish and maintain contact with prospective customers

Support incremental business opportunities for the dealership by evaluating for cross-selling possibilities through used car exchange, Finance schemes, Accessories sales, Extended Warranty and other value added services

Process Adherence

Take ownership of the sales process adherence by his/her team as prescribed by the Audi SOP

Plan and manage all system level reporting and documentation requirement as per Audi standards for self and team

Ensure Sales complaint at a minimum as prescribed by Audi India and facilitate process execution to meet the targets for the BSC through CSS, LRS, Audits etc.

Take ownership of any improvement feedback on sales process execution provided by the CRM, dealership senior management or Audi team

Responsible for CSS and PSF score target achievement for the team

Pay special attention to and monitor a high quality implementation of need analysis and objection handling section of the overall sales cycle

People Management

Ensure completion of all training requirements for self and assigned sales team as defined by Audi India

Ensure all performance management activities of the team are completed timely and satisfactorily

Measures (Reports):

New Cars Overall Retail Target Achievement

New Car Model-wise Retail Target Achievement

Basic margin Retention

Finance Penetration as % of New Car

Insurance Penetration as % of New Car

Pre-Owned Cars Penetration as a % of New Car

Extended Warranty(EW) Penetration as a % of New Car

Accessories per new car

Overall Margin Retention

Average Booking to Full payment disbursement turnaround time(TAT)

Ratios (Qualified Lead(Qi) to Retail Conversion Ratio, Test Drive(TD) Ratio)

Lead Response Score (LRS)

Post Sales Feedback(PSF) Score

Customer Satisfaction Score (CSS)

No. of Customer Complaints escalation

Team Attrition