Independently managing sales business, incorporating all the company’s products and services. Making important decisions regarding the sales unit. Achieving optimal utilization of the market, a high level of customer satisfaction and high yields for the department in accordance with the company management goals. Coordinating and managing sales staff and representing Ashok Leyland Ltd standards and Ashok Leyland Ltd philosophy externally.

Qualification Basics:

Any graduation

Experience (type of): 10-15 years with at least 10 years in automotive sales

 Specialized Knowledge:

Communication skills, analytical skills, ability to handle dynamic situation, leadership and motivation skills, basic computer skills, people management.

Planning 

· Supporting the company management in planning issues relevant to sales, in particular with regard to volume planning and profitability 

· Defining market goals for new vehicle sales, coordinating these with performance targets stipulated by AL and drawing up a marketing plan

 · Developing concepts to increase turnover and profitability in Sales and reaching agreement on these with the company management 

· Compiling resources planning for the new vehicle inventory and developing concepts and measures to optimize inventory management

Marketing 

· Support marketing department in planning the Quarterly, monthly marketing plan and marketing budget as per sales target 

· Support marketing department in implementation of marketing activity by providing required resources

· Planning and managing/involvement in media advertising 

· Planning and managing/involvement in direct marketing 

· Planning and managing/involvement in events

· Planning and managing/involvement in customer loyalty activities 

· Involvement in determining communication budget

· Ensuring demonstration vehicles and display vehicles have fittings appropriate to the market/involvement therein

Human Resources 

· Determining/updating HR requirements for Sales 

· Making/supporting initial selection of candidates based on AL requirements

· Involvement in interviews and decisions regarding employing new staff

· Employing new staff and developing an induction plan 

· Managing, coaching and motivating employees and thus ensuring a high quality of employees 

· Defining target agreements with employees 

· Checking levels of target achievement and reaching/agreeing measures to correct these should deviations occur

· Assessing employees and, if necessary, initiating disciplinary measures and regularly carrying out employee discussions 

· As part of HR development, ascertaining the employees’ qualification requirements and developing corresponding development/qualification plans 

· As part of HR development, ascertaining the employees’ qualification requirements and developing corresponding development/qualification plans 

· Together with employees establishing personal development goals and agreeing on means of achieving these 

· Fostering team development 

· In contentious cases, clarifying entitlement to commission and assigning this to the corresponding member of sales staff

· Involvement in management of remuneration 

· Coordinating and supervising attendance and holiday planning of employees for whom he/she is responsible

· Questioning employees on their suggestions for improvements, recording these and, if necessary, implementing the ideas 

Operative Management 

· Ensuring consistent utilization off all customer contacts 

· Ensuring effectiveness and efficiency of customer contact

· Ensuring active presentation of products and services by ASHOK LEYLAND sales staff 

· Ensuring the range of ASHOK LEYLAND additional services (financing, insurance etc.) are available

· Ensuring an appropriate number of demonstration vehicles are available 

· Ensuring ASHOK LEYLAND sales staff are aware of the status of the ordering process 

· Organizing regular updating of new vehicle presentation

· Monitoring vehicle orders and deliveries

· Monitoring customers’ outstanding accounts 

· Involvement in any necessary demands for payment 

· Ensuring ASHOK LEYLAND sales standards are met

· Ensuring all ASHOK LEYLAND services are actively on offer    

Quality Management

· Ensuring processes are defined and upheld and optimizing processes in Sales unit after prior agreement with company management 

· Calling on and leading the circle of those involved in QM to discuss and improve processes and steps 

· Planning and managing customer surveys and other measures in order to assess customer satisfaction 

· Putting forward suggestions and implementing measures to increase customer satisfaction 

· Ensuring ASHOK LEYLAND quality and supervising standards are maintained in Sales unit 

· Ensuring all potential customers are approached 

· Setting an example in terms of friendliness and style of dealing with customers 

· Ensuring customer wishes are dealt with and followed up

· Ensuring customers are looked after post-sale 

· Accepting and dealing with those complaints which ASHOK LEYLAND sales staff are not able to deal with themselves 

· Ensuring customer-oriented problem-solving 

· Evaluating incoming complaints and arranging for measures to improve the situation/follow-ups to be carried out 

· Observing level of customer satisfaction in individual departments by means of suitable tools and identifying reasons for dissatisfaction 

· Developing measures for maintaining and increasing customer satisfaction 

· Putting forward suggestions to the company management regarding an overall EDP concept and the selection of software and hardware used 

Information Management

· Ensuring the sales literature, product brochures as well as process documentation and the required software is up to date, complete and available 

· Ensuring information from the headquarter is followed up, archived and made available 

· Monitoring reports in the media on the ASHOK LEYLAND brand and on competitors’ product 

· Actively passing on relevant information to employees 

· Guaranteeing specialist press material is available to employees