Field force transformation sales

Responsibilities & Key Deliverables

1. Build Customer Satisfaction by focusing on Process Adherence:
   • Review the Pre – Sales, Post Sales Reports, Composite Sales Satisfaction Scores and Mystery Audit reports to identify the gaps in Process Adherence.
   • Review the adherence to Sales Story and Test Drives.
   • Review the adherence of Process Circulars and Guidelines.
   • Conduct Root Cause Analysis/ANALYSE CUSTOMER VOICE to identify the factors impacting Customer Satisfaction.
   • Validate the Composite Action Plan for Dealerships to ensure Process Adherence in partnership with ASM.
   • Update the Dealerships and ASMs on changes in the Process and address doubts.
   • Share any key insights from reports such as TB, Presales, and Composite Sales Satisfaction Scores with the respective Dealership and ASM.
   • Review of low performing dealers in terms of composite scores, proprietary scores, JDP syndicate scores & crusade R&R competition benchmarking for continuous process improvement activities CSAT improvement – commercial vehicles.
2. Develop Dealer Manpower:
   • Identification of Training & Development Needs for the Dealership Manpower (Both Functional and Leadership).
   • Create the Training Calendar for the month by evaluating needs from the MILE Portal, Dealership Requirements and Area Office Inputs.
   • Create the plan for the Retainer Trainer to cover the Trainings as per the Calendar.
   • Review the coverage on a monthly basis. The plan should adhere to the Accepted Budgets.
   • Guide the Retainer Trainer on the Training Calendar for the month.
   • Review Utilization of Retainer Trainer on a regular basis.
   • Evaluate the Retainer trainer based on the feedback from stakeholders (trainees, Drona, Dealer HR, Dealer Leadership).
   • Certify Manpower as per the Criteria to determine Manpower Quality.
   • Evaluate Manpower on the Job to determine Manpower Quality.
   • Coach Dronacharya so that he/she is able to train and coach the Manpower on the job and conduct product trainings.
   • Review the Dealer HR with respect to the induction of New Manpower (Parichay) as per the defined process.
   • Accountable for enhancing the productivity of the Key Manpower and Dealer HR.
3. Engage and Retain Dealer Manpower:
   • Manpower Adequacy: Review the Dealership HR on Manpower Adequacy and Quality and the HR practices at the Dealership.
   • Engage Dealer Manpower: Review the Dealership on the quality of HR Practices.
   • Coach the Dealer HR on effective HR practices, employee engagement initiatives, Reward & Recognition practices and building a Culture of Agility & Responsiveness, Vibrancy and Passion.
   • Rollout of the Employee Satisfaction Survey at the Dealership and identification of root causes impacting the Dealership.
   • Accountable for the Action Plan for the Dealership.

Preferred Industries

Automotive Industry

Education Qualification

Any Graduate + MBA [BE + MBA), Preferred

General Experience

Must have more than 4 years of experience in Training/Sales/