Sales Professional

hace 2 semanas

Mercedes, Argentina Inchcape plc A tiempo completo
Sales Executive - Commercial Vehicles | Mercedes-Benz | FUSO

Inchcape is a leading global automotive distributor operating in over 40 markets, partnering with top brands to drive better mobility today and in the future.

Our diverse global team of over 20,000 talented individuals fosters an inclusive and collaborative culture, delivering exceptional experiences for customers and partners. We're a dynamic and fast-growing business, dedicated to shaping a successful and sustainable future for the industry.

Here, you'll unlock your full potential with career opportunities and learning experiences. You'll work with cutting-edge technology, innovative solutions, and forward-thinking colleagues. If you're highly driven with a can-do attitude, and you bring out the best in yourself and others, then join us to power new futures.

Job Purpose

Works with customers to understand their needs, guiding them towards the most suitable product and agreeing sales. Identifies and manages prospects.

Key Responsibilities

  1. Builds rapport and customer relationships, qualifying customer requirements.
  2. Demonstrates customer-first behaviors in all interactions with customers and colleagues.
  3. Asks questions and listens to build rapport and understand individual requirements.
  4. Qualifies understanding of customer needs through discussion of alternative options, matching product to customer needs.
  5. Demonstrates suitable options to customers, adapting style according to customer requirements.
  6. Takes responsibility for booking test drives and encouraging customers to experience products.
  7. Builds strong understanding of customer needs to guide them towards best choice.
  8. Agrees sale details.
  9. Ensures sales opportunities are maximized for COMMERCIAL VEHICLES services and products, including warranties and service plans.
  10. Accurately appraises vehicles to purchase and sell, optimizing value for Dealership.
  11. Appraises and agrees sale price in open and friendly manner, ensuring Sales Manager authorization is discreetly gained as necessary.
  12. Introduces COMMERCIAL VEHICLES finance options prior to agreeing payment method with customer, working within COMMERCIAL VEHICLES guidelines.
  13. Completes required documentation accurately and registers all Sales with Administrative colleagues.
  14. Co-ordinates order and delivery.
  15. Works with Sales colleagues to maintain accurate stock availability information.
  16. Ensures pre-delivery inspections and agreed repairs/servicing are carried out prior to delivery.
  17. Liaises with Administrative colleagues to ensure product availability fits with COMMERCIAL VEHICLES standards, places order, updates customer records, and schedules complementary services/additional work.
  18. Works with Administrative colleagues to confirm delivery date and identify any changes to original schedule.
  19. Maintains contact with customer to ensure they are kept fully informed throughout sale and pre-delivery process, notifying them of any changes and arranging convenient handover.
  20. Develops relationships to win new business.
  21. Develops effective long-term relationships to deliver future business by getting to know customers.
  22. Plans and organizes own selling activity to secure new business (e.g. telephoning sales prospects, previous/existing customers, and general enquiries).
  23. Generates customer referrals by planning and delivering effective prospecting activities, ensuring leads and enquiries are followed up appropriately.
  24. Completes agreed number of prospecting calls to meet and exceed agreed targets.
  25. Participates in planning sales and marketing campaigns and promotions.
  26. Shares information on new products, features, and benefits with interested customers and colleagues.
  27. Manages display of products and merchandise.
  28. Ensures vehicles are presented professionally at all times.
  29. Suggests and makes changes to vehicle displays and ensures sales environment is clean and tidy at all times.
  30. Works as full member of Dealership team.
  31. Works with colleagues across Dealership to deliver improvements and provide seamless service to customers.
  32. Works with colleagues across Dealership to investigate and resolve customer complaints.
  33. Adheres to legal, environmental, and health and safety requirements, ensuring safety and security of people, vehicles, and property at all times, reporting any known faults or hazards.
  34. Understands and follows relevant aspects of COMMERCIAL VEHICLES operating guidelines.
  35. Maintains professional manner and high standards of personal presentation at all times.
  36. Follows operational processes flexibly and thoroughly. Uses online dealer systems to report performance against targets.
  37. Ensures own work area, vehicles, and clothing are kept clean, tidy, and in safe condition to uphold COMMERCIAL VEHICLES and dealer standards.

Key Success Criteria

  1. Sales volume and profitability targets.
  2. Conversion ratios and levels of lost sales.
  3. Accessory and merchandise sales.
  4. Customer satisfaction targets (e.g. CLP, mystery shop).
  5. Process delivery and compliance (e.g. sales core process, customer queries dealt with in agreed timescales).
  6. Level of customer complaints.

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