True Value Manager

Position

True Value Manager

Department

True Value / Pre-Owned Cars

Location

Ranchi

Reporting To

Chief General Manager (CGM-Sales)

Education

Graduate preferred; MBA/PGDM in Sales/Marketing preferred.

Experience Required

Approx 7-10 Yrs

Job Purpose

To manage the complete True Value pre-owned vehicle business, including vehicle procurement, appraisal, stock management, sales, pricing, customer handling, exchange business, finance/insurance coordination, and profitability, while ensuring adherence to Maruti Suzuki True Value processes and standards.

Key Responsibilities

A. Vehicle Procurement \& Stock Acquisition

• Achieve monthly targets for procurement of quality pre-owned vehicles.
• Generate vehicles through customer exchange, direct purchase, referrals, walk-ins and other sourcing channels.
• Coordinate with Sales and Service teams for exchange opportunities.
• Ensure proper documentation before purchasing/acquiring any vehicle.
• Maintain a healthy mix of vehicles according to market demand.
• Ensure vehicles are procured at the right market price to maintain profitability.

B. Vehicle Appraisal \& Evaluation

• Responsible for proper and accurate valuation of every vehicle.
• Inspect vehicle condition, model, age, mileage, ownership, accident history and service history.
• Coordinate with the workshop for technical inspection and evaluation.
• Ensure appraisal is based on market conditions and vehicle condition.
• Avoid overvaluation that may impact dealership profitability.
• Maintain proper appraisal records and approval documentation.

C. Stock Management

• Monitor ageing of True Value stock on a daily basis.
• Ensure vehicles are reconditioned and displayed within the prescribed timeline.
• Maintain proper stock rotation.
• Identify ageing/slow-moving vehicles and prepare action plans.
• Ensure all vehicles have proper documents, keys and accessories.
• Conduct regular physical stock verification.

D. Sales \& Retail

• Achieve monthly True Value retail sales and revenue targets.
• Generate leads through walk-ins, digital leads, referrals and existing customers.
• Monitor enquiry-to-booking and booking-to-retail conversion.
• Ensure proper follow-up of all prospective customers.
• Support the sales team in negotiation and closure of difficult cases.
• Ensure customer receives complete information regarding vehicle condition, price and warranty/benefits.

E. Exchange Business

• Coordinate closely with the New Car Sales Team to maximize exchange opportunities.
• Ensure every eligible exchange customer is evaluated professionally.
• Monitor exchange conversion and exchange-to-retail ratio.
• Ensure proper coordination between Sales, True Value and Workshop teams.
• Track lost exchange cases and identify reasons for non-conversion.

F. Pricing \& Profitability

• Monitor market prices of similar vehicles.
• Ensure appropriate buying and selling prices.
• Monitor Gross Profit per Vehicle (GP/V).
• Control reconditioning expenses.
• Review ageing stock and take corrective pricing/action.
• Ensure discounts and price reductions are made only with proper approval.

G. Team Management

• Lead and manage the True Value sales/procurement team.
• Set individual targets and review performance regularly.
• Conduct daily morning briefings and performance reviews.
• Monitor individual productivity, leads, visits, appraisals, bookings and retail.
• Train team members on product knowledge, appraisal, negotiation and customer handling.
• Take corrective action for underperforming team members.

H. Customer Relationship Management

• Ensure excellent customer experience throughout the buying/selling process.
• Handle escalated customer complaints.
• Ensure timely delivery of vehicles.
• Coordinate documentation, finance, insurance and transfer-related requirements.
• Maintain customer feedback and satisfaction levels.

I. Documentation \& Compliance

• Ensure proper documentation for purchase and sale of every vehicle.
• Verify RC, insurance, PUC, service records and ownership documents.
• Ensure transfer-related documentation is complete and accurate.
• Ensure compliance with Maruti Suzuki True Value processes and dealership SOPs.
• Maintain accurate records of purchases, sales, stock and payments.

J. MIS \& Reporting

Prepare and review regular MIS covering

• Vehicle procurement
• Vehicle retail
• Exchange cases
• Stock ageing
• Stock value
• Gross profit
• Reconditioning cost
• Lead generation
• Conversion ratio
• Enquiry-to-retail conversion
• Purchase-to-retail turnaround time
• Team-wise performance
• Lost sales/exchange analysis

Key Performance Indicators (KPIs)

KPI

Measurement

Vehicle Procurement

Monthly procurement target achievement

True Value Retail

Monthly retail target achievement

Exchange Conversion

% of exchange opportunities converted

Gross Profit

GP per vehicle / total GP

Stock Ageing

Control of ageing vehicles

Stock Turnover

Number of days/months stock held

Reconditioning Cost

Cost per vehicle

Lead Conversion

Enquiry → Booking → Retail

Procurement Cost

Purchase price vs market value

Customer Satisfaction

Customer complaints/feedback

Team Productivity

Individual target achievement

Documentation Accuracy

Error-free vehicle documentation

Required Skills

• Strong automobile knowledge
• Vehicle appraisal knowledge
• Negotiation skills
• Sales and business development
• Team management
• Customer handling
• Market/pricing understanding
• Excel and MIS knowledge
• Good communication skills
• Target-oriented approach

Authority \& Accountability

The True Value Manager will be responsible for the complete business performance of the True Value department, including procurement, retail, stock, profitability, team performance and customer satisfaction, within the dealership's approved policies and authority matrix.