Branch Operation Manager (BOM) Toàn thời gian

Lô TH-1A, Khu thương nghiệp Nam, đường số 7, Khu chế xuất Tân Thuận, phường Tân Thuận Đông, Q7, Tp.HCM
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Motor Image Vietnam Co., Ltd
Motor Image Vietnam Co., Ltd
Motor Image Vietnam Co., Ltd

Mô Tả Công Việc

This organisational entity reports into: National Senior Sales Manager (NSSM) and Country Manager (CM)
Business line: District Sales Manager

* Objective of the position:
• Sales Management
• Retail Daily Operations
• Sales Target and Forecast
• Monthly Sales Promotions
• Realize other sales management activities with other entities/ department (s)
• Provide appropriate showroom and point of sale materials
• Realize operational and tactical management task
• Branch inventory management
• Merchandise control
• Customer relations and satisfaction management
• Set and adhere to specific Key Performance Index (KPI)

* Main tasks:
1. Sales management (retail of all passenger cars; excluding fleet)
• Work closely with NSSM and CM to develop annual sales and delivery plan for the sales team
• Cascade sales objectives (volume, margin, etc.) through to the sales team and define the targets for sales team members together with NSM and CM
• Lead, supervise and monitor sales performance of individual Sales Consultant + take corrective measures as needed
• Discuss with sales supervisors on their action plan to achieve the following month sales target before the start of each month
• Analyse sales data of individual SRs weekly and project the monthly forecast to NSSM and CM
• When forecast does not meet monthly sales, propose countermeasured sales actions to ensure achievement of the sales target
• Measure staff performance levels according to retail sales excellence and company policy standards
• Track and report sales consultant performance on weekly/ monthly basis.

2. Retail Daily Operations
• Ensure all sales enquires are handled before the end of the day
• Resolving customer sales related complaints before the end of the day
• Review of sales KPIs (Walk-In, Test-Drive, Conversion (Walk-In/Test-Drive), Sales Progress Reports) set for individual SRs are achieved
• Follow up with the SR sales supervisors on the implementation of their action plans to achieve sales target
• Manage discounts within the approved program
• Manage branch stock ordering and clearing of aging stocks
• Ensure all sales process are in compliance with company policies and procedures
• Plan and coordinate with local/ regional trainer for sales consultants training programs
• Coordinate with HR on recruitment related issues
• Submit daily/monthly sales reports to NSSM/CM

3. Monthly Sales Promotions
• Prepare monthly sales scheme announcement for NSSM/ CM approval
• Ensure sales supervisors and sales consultants are updated with current national sales promotion announced by the NSSM/CM
• Propose ad-hoc incentive scheme to move dead stocks when necessary
• Coordinate with and support from the Marketing Team on the distribution of promotion materials and flyers
• Report the effectiveness of the national sales promotion to NSSM/CM in a timely manner
• Ensure monthly commission submission for sales team are correct before submission to accounting

4. Realize other sales management activities with the other entities/departments (for passenger cars)
• Provide input to NSM & CM in the development of product and price strategy
• Coordinate with and support the Marketing Team in new car sales marketing activities, such road shows, campaigns, other events, etc.
• Actively support the company-wide customer relationship management processes (e.g. ensure an up-to-date customer/prospects database, …)
• Assume process ownership for all operational sales processes
• Offer sales team the coaching, counseling, advice, support, motivation or information they need in order to help them meet their sales objectives

5. Ensure appropriate showroom and point of sale material
• Ensure that showroom vehicles and test drive vehicles for current models are in good working conditions, displayed and are available
• Ensure that all aspects of the showroom (exterior and interior) are in accordance to Subaru and Motor Image guidelines and standards (other than After Sales designated areas)
• Coordinate with and get support from the Marketing Team to ensure all POSMs and collaterals in the showrooms are updated
• Ensure availability of brochures, price lists and other point of sales materials on site
• Ensure the cleanliness of the showroom and customer lounge

6. Realize tactical and operational managerial tasks
• Design, control, and monitor the performance of the processes under scope
• Standardize and optimize all relevant processes as needed (efficiency focus)
• Safeguard continuous improvement throughout the sales operation
• Oversee, diagnose, and actively guide the day to day activities within the branch sales operation
• Set up regular briefings and management meetings with direct reports and ensure appropriate documentation (e.g. daily sales meeting)
• Collect and analyse the continuous performance results of the department, and take corrective actions as needed

7. Branch inventory management
• Ensure sales supervisors and sales consultants are aware of SRs free stocks
• Check SRs free stocks before any new orders
• Be aware of all aging stocks and new model launch

8. Merchandise
• Liaise with SPC’s merchandise team regularly for new merchandise update
• Ensure merchandise cabinets in SRs are filled following the Subaru and Motor Image guidelines and standards
• Monitor the sales and ensure stocks are replenished regularly
• Report monthly merchandise status to the NSSM and CM

9. Customer relations and satisfaction management
• Constructively handle (and supervise the handling of) customer complaints related to new car sales with the sales consultants

10. Adhere to specific Key Performance Index (KPI) set by leadership on monthly/quarterly and annual basis, such as
• Operational KPI Sales “effort”: number of customer walk ins/showroom contacts (TBA/month), test drives (TBA/month), appointments (TBA/month)
• Operational KPI Sales “result”: conversion rate of TBA of test drives
• Operational KPI Sales “result”: prospect data collection of 100% of test drives
• Operational KPI Sales “result”: number of bookings
• Operational KPI Sales “result”: contract closures (vehicles sold: TBA),

* Key contacts/interfaces (internal/external):
• CM
• NSSM
• All other departments in MIV
• Service providers (Bankers, Insurance Agencies & Pre-owned Car Dealers)
• Sales supervisors

Yêu Cầu Công Việc

* Required Experience, Knowledge, Skills and Abilities:
• 2-3 years in the same or equivalent position (in auto retail areas)
• Possess good knowledge of economics and how current market trends influence sales
• Is persuasive and can influence others
• Has good leadership and negotiation skills, both written and verbal
• Superior communication and customer service skills
• Is proactive and anticipates potential problems before it happen
• Able to develop sales strategies based upon prior experience
• Possesses good customer service skills

* Authority (position related power of authority):
• Sales discounts: within boundaries indicated by the CM/NSSM
• Human resources: hiring and termination of direct reports + their subordinates (within HR process); approving holiday schemes for department staff

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