Position: Sales Manager (Luxury Automobiles), Bengaluru

Skill Set:

Sales Management, Team Lead, Automobile sales, Luxury car sales

Company Description:

Jaguar Land Rover is a business built around two great British car brands that are designed, engineered, and manufactured in the United Kingdom. Jaguar Land Rover is one of the world’s premier manufacturers of luxury sedans, sports cars, and SUVs.

Department: Sales

Experience: 10 to 15 years

Job Type: Full Time

Number of Positions: 1

Location: Bengaluru

Job Description

This Sales Manager's role is responsible for driving sales performance, team excellence, and a world-class customer experience, aligned with the Jaguar Land Rover Purchase Experience Framework. The position plays a critical role in delivering commercial success while upholding the prestige and standards of the Land Rover brand.

• Ideal candidate would be a Sales professional with 10+ years of proven experience, in a Premium/ Luxury segment of an Automobile dealership in Whitefield area (Bengaluru).

KEY RESPONSIBILITIES:

MANAGES PERFORMANCE

• Manages the performance of the Sales team to ensure the delivery of the Jaguar Land Rover Purchase Experience Framework and the achievement of key targets (e.g. new car sales)

• Monitors the performance of the team against Sales KPIs, using the Jaguar Land Rover Composite and Retailer information to track performance and identify opportunities for improvement

• Personally demonstrates the JLR Customer First Principles, leads their implementation by the Sales team and manages any non-compliance

• Drives a culture of team working across the Service, Sales and Parts teams to deliver an outstanding customer experience

MANAGES THE TEAM:

• Recruits new team members as required, and manages their induction into the Retailer

• Monitors the day-to-day performance and training of each member of the Sales team, provides feedback on performance and manages any underperformance

• Coaches individuals to develop their knowledge of Jaguar Land Rover products, technologies or systems, improve their customer-handling skills and ensure that they complete the training provided by Jaguar Land Rover for their role. Arranges informal training sessions for the team as required

• Implements the approach to reward and recognition for the Sales team, in line with Retailer policy and makes decisions on individual remuneration

• Manages succession into key roles to develop talented individuals into key roles (e.g. Sales Executives, F&I Managers)

• Organises activities (e.g. team events) to build team spirit and engagement

• Communicates with the team to share information on Jaguar Land Rover, the wider Retailer and the Service function (e.g. JLR product launch plans, Retailer business plans, Sales team performance)

OVERSEES KEY ACTIVITIES:

• Oversees sales activity to ensure that the team is fully effective and KPIs are achieved. Runs daily and weekly meetings for the Sales team to track and manage performance

• Talks to customers to resolve escalated complaints to maintain customer satisfaction with the Brand

• Manages the internal audit against JLR Retailer Standards using the DSAT process and makes improvements in order to improve compliance

DEVELOPS THE BUSINESS:

• Maintains a good understanding of the Sales operation of competitors – particularly premium competitors in the local area

• Works with the Head of Business to develop short term targets and medium term plans for the Retailer’s Vehicle Sales operation

• Implements JLR NSC marketing initiatives and develops local Retailer marketing activity to drive sales

• Manages lead management and prospecting activity to ensure that the Sales team follow up leads proactively and efficiently and there is an ongoing, managed programme of prospecting activity to bring in new customers 

DRIVES IMPROVEMENT:

TAKE OWNERSHIP AND KEEP IN CONTACT

• Uses the Handover to develop the relationship with the customer by answering questions and demonstrating vehicle features (e.g. how to pair a mobile phone with the vehicle or use the Vehicle Entertainment System) and personalising the Handover to make the customer feel special.

• Follows up with a call to the customer after the Handover to ensure that they are happy with the vehicle and answer any outstanding queries

TEAMWORKING:

• ,Uses an understanding of the KPIs and Standards for the Sales operation (e.g. own performance vs. sales conversion ratios or Sales to manage own performance and contribution to the team

• Takes a proactive approach to identify any recurring problems which affect the customer experience and supports projects to deliver continuous improvement to ways of working

PROVIDES SUPPORT AND COACHING:

• Provides support to Sales colleagues to help them deal with complex or unusual situations (e.g. explaining a complex feature of a vehicle to a customer or dealing with a customer who is angry or upset)

• Coaches Sales colleagues to help develop their knowledge of Jaguar Land Rover products, technologies or systems, or their customer-handling skills

• Supports the Sales Manager with some aspects of team development (e.g. the induction of new Sales Executives or organising activities to build team spirit)

Typical Key Success Criterial for the role

• Customer First--CEIP results/Voice of the Customer data

• Process Compliance--Purchase Experience Framework (PEF), Sales

• Financial--Vehicle Sales Direct Profit

• Team--Team working with colleagues across the Retailer

• Knowledge and skill of the Service team

COMPETENCIES REQUIRED BY THE ROLE:

• Competency level for this role: Expert/Team Leader

• Outstanding customer experience Personally delivers an outstanding customer experience

• High performing teams Supports the team

• Operational excellence Plans and delivers own job responsibilities following JLR processes

• Innovation and Improvement Supports innovation and improvement

• Commercial focus Thinks commercially in own role

• Winning new business- Delivers or supports marketing or selling activity

• Brand & product Uses an understanding of JLR brands, products and services in own role

Additional Information:

Reports to: Head of Business and Manages the Sales team to deliver an outstanding customer experience, following the Jaguar Land Rover Purchase Experience Framework (PEF) and Customer First Principles.

Additionally, Sales incentives shall be applicable.

Office location: Kundalahalli

Looking for IMMEDIATE joiners in proximity: within 10 kilometers

Preferred Experience:

• Experience working with automobile brands such as Toyota, KIA, Hyundai Motor India, Tata Motors, Mahindra & Mahindra dealerships, Volvo and all Luxury brands.

• Familiarity with Dealer Management Systems (DMS) and OEM reporting.

• Recruitment stages: 3 interview rounds (first 2 rounds maybe F2F or virtual). Final round- F2F only.

Required Qualification/Education: Master of Business Administration (M.B.A.)

With a Top Luxury Car Dealer