Sales Executive

Supports marketing activities and initiates first contact
 Analyses the sales area and market potential.
 Updates the sales literature and promotional flyers.
 Plans and conducts acquisition activities in the case of select target groups in the particular market area.
 Creates and systematically administers customer and interested party files as well as enters ascertained and current customer data (address generation via in-store contact, area acquisition, address purchase, marketing measures…etc. within the end of term process: follow-up of ending financed contracts and in equity contracts).
 Performs customer/interested party approach.
 If initial contact (e.g. online sales channel/BMW Genius) has already taken place, uses information received and invites the lead to the respective next steps.
 Schedules and performs the follow-up after the initial contact.
Performs the need analysis
 Performs customer need analysis.
 Systematically presents the vehicle while creating a clear customer connection and emotional product presentation.
 Helps the customer to experience the vehicle with all five senses.
 Organizes the test drive with the need-based vehicle, as well as records the test drive results in IT system.
Configures the product  Configures the car tailored to the customer’s needs, emotionally participates in decision making process of the customer and always keeping full transparency.
 Evaluate/leverage potential pre-purchase upselling opportunities.
 Collaborates and takes over the customer from the BMW Genius.
 Verifies the configured car and ensures all needed features are integrated (missing features to be integrated).
Prepares the offer of purchase and closes the deal  Reconfirms the customer’s purchase decision.
 Negotiates the terms of the purchasing contract with the customer.
 Offers financial services products to the customer.
 Closes the deal with the customer and creates the offer.
 Prepares and generates the contract.
 Generates calculations and correctness of customer orders/contracts.
 Agrees on the contact plan/order status information transmission until the delivery of the vehicle, and regularly informs customer about order status.
 Keeps in touch with customer during period of waiting time, invites customer to retailer events, informs about services, sends vehicle manual, etc., evaluates/leverages potential post purchase upselling opportunities
Coordinates the vehicle delivery/handover
 Defines when and in which intervals the customer wants to be informed during the time until delivery/handover.
 Organises the delivery/handover.
 Performs the delivery/handover and creates a moment of excitement and joy during the handover process.
 Introduces the service advisor to the customer.
 Ensures customer satisfaction is guaranteed and all questions are answered.
 Offers a second delivery and follows-up after the vehicle delivery.
Loyalises customers
 Maintains contact with existing customers through meetings, emails and by phone and conducts follow-up call (or other channel) to check customer satisfaction after delivery
 Ensures customer feedback is accurately captured via all channels.
 Consults and further educates existing customers via various ways (direct approach, telephone marketing, customer approach, event marketing).
 Contacts customers according to customer program in strong cooperation with other functions.
 Supports the handling of customer complaints for sales related topics.
 Addresses inquiries/complaints and directs them to the responsible person, ensures the customer is informs about solution process and next steps, as well as ensures all issues are solved immediately.
Capture date / data agreement
 Records customer interactions in the corresponding IT system after each contact.
 Tracks usage of customer and update customer profile.

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