Nissan - Senior Manager - Sales

Senior Manager, Sales NMIPL

EXPECTED END RESULTS:

MAJOR ACTIVITIES:

- 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.