Dealer Sales Executive

Job Title: Dealer Sales Executive

Educational Qualifications:

1. Essential: Graduate in any discipline OR Diploma in Engineering
2. Preferred: Graduate/Diploma in Engineering (Automobile/Mechanical)
3. Desirable: Post–Graduate in Sales & Marketing discipline
Note: Undergraduates to be avoided for this profile

Requisite Experience:

• Essential: Persons having an aptitude and orientation for a sales career
• Preferred: A year of relevant direct sales experience in industries like Automobile,
Consumer Durables, Financial Services etc., which demand rigorous time bound
sales process involving various levers

Key Result Areas:

• Actual vehicle sales against targets
• Enquiry generation against target
• Conversion ratio at all stages (Enquiry to retail) against target
• Conversion time at all stages (Enquiry to retail) against target
• Value Added Services (Accessory, AMC, TMI etc.) target achieved
• Adherence to market activity plan

Job Description:

Planning & Prospecting
• Creating an activity/target plan for self on a monthly basis to track pipeline, status
of each lead and conversion potential
• Adhering to the monthly activations plan by product category & executing market
activation activities as planned by DSM & AGM (Sales)
• Documentation and collection of all customer information during the activities in
order to open the green form & follow up on the lead allotted and conduct
visits/test drives as per appointment

Sales Process

• Conducting a detailed need analysis to engage with the customer & position TML
products according to the identified need of the customer
• Performing the demo process highlighting the benefits of the product to the
customer and also comparing with competition
• Addressing all product related queries/objection by the customer and involve the
DSM when required
• Marketing the various value added services available to the customer
• Generating quotations for the customer based on their requirements and
considering the prevalent schemes/offers & guiding the customer on the financing
options, RTO process, insurance, booking amount, etc.
• Continuous follow up with the customer at each stage to convert the enquiry to
retail
• Getting commitment sheet signed off from the customer after booking of the
vehicle & confirms the booking by accepting booking amount, opening yellow form
and completing all document requirements
• Calculating the estimated time of delivery, explaining the delivery processes to the
customer & scheduling delivery time with customer and confirms after discussion
with the logistics department

Behavioural Attributes – Must possess with high proficiency:

• Customer Orientation
• Selling Skills
• Result Orientation
• Problem Solving and Decision Making
• Initiative & Objection Handling
• Good Communication and Negotiation Skills

Knowledge required:

• Knowledge of features, benefits and advantages of own and competition products
• Knowledge of financing options available, generate quotation based on the
prevalent schemes, documentation required and timelines
• Knowledge of all value added services associated with the product
• Knowledge of events in the calendar year which have a high impact on sales
• Knowledge of product demonstration and objection handling
• Four wheeler commercial vehicle driving license is preferred

Reporting to: Dealer Sales Manager

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