Sales Manager

Key Responsibilities

A. Sales Target & Business Achievement

• Achieve assigned monthly, quarterly and annual vehicle sales targets.
• Prepare and execute dealership sales plans to achieve volume, revenue and profitability objectives.
• Monitor model-wise, variant-wise and fuel-type-wise sales performance.
• Drive sales of Petrol, Diesel, CNG and EV products based on market demand and dealership objectives.
• Monitor retail billing, deliveries, cancellations, pending cases and pipeline.
• Ensure optimum conversion of showroom walk-ins, digital leads, references and corporate enquiries.
• Develop strategies to improve market share and dealership penetration in the assigned territory.

B. Team Management

• Lead, motivate and supervise the Sales Executive / Sales Consultant team.

• Allocate individual targets based on experience, territory and potential.

• Conduct daily morning briefings and performance reviews.

• Monitor individual sales performance, productivity and conversion ratios.

• Coach team members on:

• Product knowledge

• Customer handling

• Lead conversion

• Negotiation

• Test-drive conversion

• Follow-up techniques

• Finance and insurance selling

• Exchange process

• EV product demonstration

• Identify training requirements and coordinate with HR / Training Department.

• Maintain discipline, attendance and professional standards within the sales team.

• Conduct regular one-to-one performance discussions with team members.

C. Lead Management & Conversion

• Ensure 100% lead allocation and timely follow-up.

• Monitor leads received through:

• Walk-ins

• Website

• OEM portal

• Google / digital campaigns

• Social media

• Telecalling

• References

• Corporate enquiries

• Existing customers

• Track lead ageing and ensure no enquiry remains unattended.

• Review lead-to-contact, contact-to-test-drive, test-drive-to-booking and booking-to-retail conversion ratios.

• Ensure systematic follow-up through CRM / DMS.

• Analyse lost leads and develop corrective actions.

D. Showroom & Customer Experience

• Ensure professional handling of every showroom visitor.
• Monitor customer greeting, need analysis, product presentation and quotation process.
• Ensure proper demonstration of vehicle features, technology, safety, mileage/range and ownership benefits.
• Personally handle high-value, difficult or escalation cases.
• Ensure test drives are properly planned and conducted.
• Monitor customer feedback and improve the overall sales experience.
• Coordinate with CRM / Customer Care team to improve CSI and customer satisfaction.

E. Product & Market Knowledge

Maintain strong knowledge of:

• Petrol vehicles
• Diesel vehicles
• CNG vehicles
• Electric Vehicles
• Variants and specifications
• Pricing and offers
• Finance schemes
• Insurance products
• Exchange programmes
• Accessories
• Warranty and service packages
• EV charging requirements
• EV range and battery-related features
• Government / OEM schemes applicable to EVs

Regularly monitor competitor products, pricing, offers, features and market activities.

F. Finance, Insurance & Value-Added Services

Drive penetration of:

• Vehicle finance
• Insurance
• Extended warranty
• AMC / service packages
• Accessories
• RSA / roadside assistance
• Exchange programmes
• EV-related products and services

Coordinate with Finance & Insurance executives and external finance partners to improve conversion and profitability.

G. Vehicle Exchange & Evaluation

• Promote vehicle exchange as an important sales channel.
• Ensure proper coordination with the used-car / exchange team.
• Monitor exchange enquiries, evaluations and conversions.
• Ensure transparent communication of vehicle valuation to customers.
• Drive exchange-to-new-car conversion.

H. Booking, Billing & Delivery

• Monitor all confirmed bookings until retail delivery.
• Ensure documentation and payment requirements are completed on time.
• Coordinate with Accounts, Stockyard, PDI and Delivery teams.
• Monitor pending deliveries and ageing of bookings.
• Ensure vehicles are delivered as per committed timelines.
• Ensure delivery documentation and customer communication are completed properly.

I. DMS / CRM / MIS Management

Ensure accurate and timely updating of:

• Customer enquiries
• Lead status
• Follow-up details
• Test drives
• Bookings
• Retail
• Lost cases
• Cancellation
• Finance status
• Insurance status
• Exchange status

Prepare and review daily, weekly and monthly MIS covering:

• Enquiry
• Walk-in
• Lead generation
• Test drive
• Booking
• Retail
• Conversion ratio
• Sales executive productivity
• Finance penetration
• Insurance penetration
• Accessories
• Exchange
• Model-wise performance
• Fuel-type-wise performance

J. Marketing & Local Business Development

• Participate in dealership marketing activities.

• Generate local leads through corporate visits, events, camps and institutional activities.

• Develop relationships with:

• Corporates

• SMEs

• Institutions

• Government organisations

• Professionals

• Existing customers

• Organise / participate in:

• Roadshows

• Test-drive camps

• Customer meets

• Mall activities

• Corporate camps

• EV awareness activities

• Local promotional events

K. Customer Retention & Referral Business

• Develop strong relationships with existing customers.
• Generate repeat purchases and customer referrals.
• Maintain contact with customers after vehicle delivery.
• Coordinate with Service / CRM teams for customer engagement activities.
• Develop a strong referral pipeline from existing customers.