Sales Head (CoCo)
Role Purpose
The CoCo Sales Head will be responsible for driving the overall performance, growth, and profitability of DriveX's Company-Owned Company-Operated (CoCo) retail sales network across Tamil Nadu. The role will lead sales strategy, business expansion, customer experience, outlet productivity, and operational excellence while ensuring alignment with the organization's growth objectives and brand standards.
Business & Sales Leadership
- Develop and execute the CoCo sales strategy to achieve revenue, volume, market share, and profitability targets.
- Drive monthly, quarterly, and annual sales plans across all CoCo outlets.
- Identify growth opportunities and implement initiatives to improve market penetration and customer acquisition.
- Monitor sales funnel performance, lead conversion, bookings, deliveries, and outlet productivity metrics.
P&L Ownership
- Own and manage the complete P&L for CoCo sales operations.
- Drive profitability through effective pricing, discount governance, inventory optimization, and cost management.
- Monitor business KPIs, inventory turnover, working capital, and operational efficiencies.
Retail Operations Excellence
- Ensure consistent execution of showroom standards, retail processes, and customer experience guidelines across all locations.
- Lead outlet performance reviews and implement corrective actions where required.
- Establish best-in-class retail practices to improve sales productivity and operational efficiency.
Team Leadership & Capability Building
- Lead, mentor, and develop regional sales teams and store leadership.
- Build a high-performance culture through coaching, performance management, and succession planning.
- Drive talent development initiatives to enhance sales effectiveness and customer engagement.
Customer Experience
- Ensure superior customer satisfaction through effective service delivery, issue resolution, and post-sales engagement.
- Monitor and improve customer experience metrics including NPS, CSAT, and retention indicators.
Cross-Functional Collaboration
- Partner closely with Marketing, Procurement, Finance, Service, Parts, and Operations teams to drive business outcomes.
- Ensure seamless vehicle availability, campaign execution, and customer fulfillment.
Market Intelligence & Expansion
- Monitor industry trends, competition, pricing strategies, and consumer behavior.
- Recommend strategic interventions to enhance business performance and strengthen market positioning.
- Support expansion planning and growth initiatives across Tamil Nadu.
Requirements
Qualifications & Experience
- Bachelor's degree in Business, Engineering, Automobile, or a related discipline. MBA from a reputed institution preferred.
- 12–15 years of experience in automobile retail sales, with significant exposure to managing large-scale CoCo or organized retail operations.
- Proven track record of leading multi-location sales teams and delivering strong business growth.
- Strong understanding of the Tamil Nadu automobile market, customer dynamics, and regulatory ecosystem.
Key Competencies
- Strategic Business Leadership
- Retail Sales Management
- P&L Management
- Multi-Outlet Operations
- Team Building & People Leadership
- Customer Experience Excellence
- Sales Forecasting & Analytics
- Stakeholder Management
- Negotiation & Commercial Acumen
- Change Management & Execution Excellence