محمد وسيم Eqbal - PMP

• Fleet Sales Strategy Development
• Fleet Sales Planning Process
• Fleet Prospect Generation
• Fleet Prospect Management
• Fleet Brand Management

Sales Strategy Development

Analyse previous year's Performance against key Fleet Customers (as well as Competitive analysis); Understand Business Environment for Customer Segments (contracting, rent-a-cars etc.); Propose Annual plan including product-mix; Validate plan with HOD; Propose Additional resources as needed in order to achieve Business Goals.

Sales Planning Process

Review previous month actuals versus plan; Address shortfalls in volume; Analyse inventory, fresh-arrivals and other information from Marketing Commercials affecting fleet sales; Prepare 3-month sales plan for fleet sales; Finalize next month target; Cascade targets to sales executives in order to plan for achievement of sales targets.

Prospect Generation

Identify requirements in fleet segments (Key Accounts, SMEs, Other fleet buyers); Understand vehicle needs (type of vehicle and brand preferences); Identify key influencers; Determine favorable / non-favorable attitudes of key persons at account towards Honda/ Volvo / Proton / GAC and CMC Build relationship with key client personnel; Invest time and effort on enhancing relationships & influence their attitude towards Domasco Understand buying process; Influence preparation of specifications to cover vehicles available with us; Coordinate with Used Car for buy-back to offer leasing arrangements; Coordinate with marketing for promotions, schemes, materials & other fleet segment-focused activities etc.; Invite key buyers best suited for product launch; Showcase features and benefits; Follow up for test drive in order to increase prospects for sales.

Prospect Management

Monitor adequacy of prospect funnel for focus models for select customer category (Key Account, SME etc.) on a daily basis; Finalize marketing actions; Coordinate with marketing function for execution; Monitor exceptions on progress of prospects through various stages of the funnel; Validate non-conversions independently on a 100% basis; Drill-down on any exceptions and identify root causes; Review action taken to arrest leakages and deviations; Analyse patterns in red-flags raised on prospect generation; Coordinate with relevant people to systematically resolve such occurrences; Review MIS on prospect behavior and conversion ratios versus norms; Direct corrective actions and verify efficacy of execution in order to facilitate prospect conversion.

Brand Management

Understand brand promise; Coordinate closely with marketing to create value propositions for specific segments such as Key Accounts, SME etc.; Collate feedback on customer brand perceptions and communicate the same to marketing services in order to facilitate brand building.

Report directly to General Manager.

Direct interaction with Nissan Motor Co. to get the Support for Fleet Deals and Tenders in terms of price,

Warranty and specifications.

Direct Supervision over all Branch Sales Managers for all related matters.

Follow-up the sales Activities in Branches on Daily Basis

Reviewing Daily Sales Reports of Sales Staff and giving my Comments on them to the Branch Sales Managers.

Follow-up the Tenders in all the Branches and Preparing them to submit on time and to ensure that the Specification, Price and Delivery are Correct.

Make General Marketing and Public Relations visits to key Persons in Government Sectors and large Companies to Present Company's Services and Products, and investigate about upcoming Tenders.

Make visit to the Factory along with the Decision Makers of Fleet Customers to Strengthen the Business Relationship with them and examine the Prototype units made by Nissan Motor Co. Before the mass Production in case of big tenders.

Recruit new Employees in Coordination with General Manager.

Create, Arrange and Supervise Training and Development Programs for all Sales Staff including "on-the- job

Training", "Specialized Courses" and other Programs.

Prepare Annual Budgeting Plans to be approved by the General Manager.

- Responsible for Highlighting Features, Gathering Information,
Inspecting Automobiles, Comparing and Contrasting Competitive models and Demonstrates Vehicle Operations.

- Building rapport, qualifying buyers by Understanding, Interests and Requirements of buyer, Matching Interests and Requirements to Various Models.

- Developing and Maintaining Relationships with new as well as Existing Customers, Responding to inquiries, Suggesting trade-ins, Greeting drop-ins, Recommending Sales Campaigns and Promotions.

- Negotiating Price; asking sales; Completing Sales or Purchase Contracts; closing sales by overcoming objections; Explaining Provisions and Financing; Delivering Automobiles.

- Demonstrating Automobiles by Explaining Capabilities, Characteristics and Features; Explaining Services and Warranties; providing test drives.

- Completing reports and Providing Sales Management Information

Implementing Marketing Campaign According to Marketing plan
-Organizing events : Car Launch, Motor Show, annual staff party...
-Liaising with Advertising agency, PR Agency and Printing house
-Managing Internal Communication with Department heads and External Communication with Customers, Suppliers, Agencies, Stakeholders...
-Following up & Confirmation on Media plan and Booking
-Monitoring Competitors Activities
-Researching Market Trends, gaps in the Market..
-Applying the guidelines and DRS
- Market Survey/Research
-Data Management
-Dealer Visit Pan India Locations as a Surveyor to implement
-Testing