Corporate Manager

Identifying & Approach to the Key Customers :  Mapping the territory as per Sales Channel segmentation.  Document the list of prospective customers in territory with the Customer Organization hierarchy, Key Personnel, address and contact details.  Capture all key information in the ‘Corporate Profile Form’ and ensure that the data is updated and maintained on a regular basis.  Identification of existing customer(customer history) and new prospects  Define time-bound plan to approach these existing customer and new prospects  Initiate Contact with Key customer and fix Appointments and Product Demonstrations. Analysis of needs and

requirements

 Observe customer’s conversation to find out requests, needs and desires  Check, discuss and clarify needs by using questioning techniques (open, target and close questions)  Based on needs analysed, recommend a product that meets

requirements

 Provide estimates of product sales process (lead time for product arrival). Product demonstration  Able to relate features to advantages and

benefits

for customers  Provide proof of the

benefits

(e.g. test drive, literature, technical specs and data, etc)  Perform demo/ test drive. Presentation of offer & Negotiation  Able to ensure that the offer is pre-approved by Mercedes-Benz and is designed in conjunction with the principals after consideration of all purchase triggers  Present offer of the right match to customers after discussion with Mercedes-Benz  Present other packages (e.g. finance, insurance, used car trade-in, service, accessories packages)  Discuss and clarify terms and conditions of offer (especially promotional offers)  Negotiate the orders favourably. Closure of sale  Prepare all necessary documents  Explain sales contract, record details properly and review with customer  Obtain confirmation Marketing / Promotion Activities  Should be able to think about the Sales Channel Specific Promotional Activities, to ensure better visibility and recall in target segment.  Ability to think ahead, plan these activities in detail and execute them well  Quarterly and Monthly Calendar on the Key Account Promotional Plan  Reporting on the Event conducted (with Photographs), Enquiries generated, conversion and the participant profile

Requirements

Specialized Knowledge

• Specialized Knowledge:
• Has extensive knowledge of the MB products and those of the competitors.
• Has the knowledge of using and calculating finance, leasing options and insurance.
• Should be able to use the Residual Value calculation to show the affordability of MB Products in comparison to competitors.
• Knows local automotive regulations & EPCG sales procedures & documentation for the same.
• He is clearly aware of the Product Margin Structure, Periodic Schemes, Incentive Schemes and the business model. He is responsible to a large extent for sales revenues from the Fleet Segment.
• Should be able to take a decision on Product discounts and After-sales package offers.
• Understands the relationship between Mercedes-Benz and Dealer Network
• Should know about the Key People at Mercedes-Benz and keep them informed of the local developments.
• Should understand the Mercedes-Benz Key Account policy and act as the single point contact for fleet approval requests from Mercedes-Benz
• Has knowledge of the leasing business and understands the leasing model to assist in creating specific leasing solutions in partnership with leasing companies
• Has knowledge of sales contract terms and regulations product. Should be efficient in communicating, presenting & demonstration skills. Basics: Minimum Graduate in any field with IT literacy Should be treated as Senior Member of Sales team and paid accordingly. Proper incentive structure to be place keeping consideration Key Account cycle takes a long time for conversion. Quarterly / Half-yearly incentive scheme suggested o

Experience

(type of): Desirable to have 7-8 years of Corporate Sales

experience

in the Automobile Industry

Benefits

• Statutory

Benefits

• Accidental Policy 3. Incentive

 Observe customer’s conversation to find out requests, needs and desires  Check, discuss and clarify needs by using questioning techniques (open, target and close questions)  Based on needs analysed, recommend a product that meets

requirements

 Provide estimates of product sales process (lead time for product arrival). Product demonstration  Able to relate features to advantages and

benefits

for customers  Provide proof of the

benefits

(e.g. test drive, literature, technical specs and data, etc)  Perform demo/ test drive. Presentation of offer & Negotiation  Able to ensure that the offer is pre-approved by Mercedes-Benz and is designed in conjunction with the principals after consideration of all purchase triggers  Present offer of the right match to customers after discussion with Mercedes-Benz  Present other packages (e.g. finance, insurance, used car trade-in, service, accessories packages)  Discuss and clarify terms and conditions of offer (especially promotional offers)  Negotiate the orders favourably. Closure of sale  Prepare all necessary documents  Explain sales contract, record details properly and review with customer  Obtain confirmation Marketing / Promotion Activities  Should be able to think about the Sales Channel Specific Promotional Activities, to ensure better visibility and recall in target segment.  Ability to think ahead, plan these activities in detail and execute them well  Quarterly and Monthly Calendar on the Key Account Promotional Plan  Reporting on the Event conducted (with Photographs), Enquiries generated, conversion and the participant profile

Requirements

Specialized Knowledge

• Specialized Knowledge:
• Has extensive knowledge of the MB products and those of the competitors.
• Has the knowledge of using and calculating finance, leasing options and insurance.