Sales Manager

ACCOUNTABILITIES

• Primarily responsible for ensuring & expanding B2B/B2C sales business across Rental & Leasing Customers, Fleet Customers, Wholesale & Tenders, including but not limited to Ministries & Govt bodies like MOH, MOE, MEW, MOI, MOD, PART, PAFM, PAI, PAEET, K-Companies like KOC, KNPC, KIPIC, KOTC.

• Devise & execute robust strategies for market penetration in B2B/B2C sales for all assigned brands, including but not limited to Jaguar, Maserati, Bentley, Ferrari, and Lynk&Co.

• Manage a team of B2B/B2C Sales executives & drive sales through effective collaboration amongst the sales team & get involved in deal negotiation to conclude bulk deals.

• Should be excellent in pricing & promotional strategies for outright sales of products through fleet & tender sales, should be well versed in Rental & Leasing business models to handle rental & leasing customers effectively.

• Coordinate with brand managers & marketing managers to devise marketing strategies & tactical approaches for enhancing B2B/B2C Sales.

• Provide market intelligence reports on potential new fleet & tender sales, information on competition sales & marketing strategies.

• Develop excellent rapport with Banking & NBFCs to avail excellent financial support for our customers to ensure the closure of deals involving financing.

PEOPLE

• Liaise with the Brand Manager to define recruitment needs and coordinate with the recruitment team to attract potential candidates.

• Build and develop a stable team that works together to deliver ‘Operational Excellence’ with a 90% employee retention target.

• Develop and implement clear job descriptions, roles & responsibilities for all your team members.

• Set objectives for each role aligned to market opportunity and worldwide best-in-class performance.

• Ensure a structured induction plan is in place for all new employees in line with Company standards.

• Ensure a straightforward monthly performance management programme with best-practised KPIs is in place for all roles.

• Develop training needs analysis, liaise with the training department on each employee and ensure a clear development plan aligned with the manufacturer’s objectives and Company business requirements.

• Promotes a culture of learning and development, leading by example by constantly seeking to improve skills and performance and ensuring that all employees drive their growth.

• Demonstrate and embed the Company 6 Core Values into every member of the team and every decision we make. RESPECT, INTEGRITY, PASSION, EXCELLENCE, INNOVATION, AND TEAMWORK.

CUSTOMER

• Ensure that we have a ‘Customer First’ culture across the business.

• Exceed all manufacturer (Customer Satisfaction Index) objectives and achieve No.1 in region performance aligned with the Company vision.

• Weekly monitoring of all Customer Service Centre surveys (non-dealt, lost a sale & sales call analysis) and trends and developing appropriate action plans for any areas of weakness to take immediate action against critical customer feedback.

• Assess customer inquiries management levels by selectively monitoring our call recordings.

• Ensure all customer complaints are recorded on CDK and follow the complaints management process.

• Monitor results weekly via CRM Executive for all the captured data and quality objectives.

• Ensure all steps of the Company CRM 360 plan are executed weekly and monitor results whilst continually evolving the goal to improve customer retention.

• Analyse sales customer retention, set objectives and develop appropriate plans to improve.

• Develop and use prospecting systems to create additional sales leads.

MANUFACTURER

• Build solid and influential relationships with Brand manufacturer representatives.

• Ensure manufacturer sales department VRM & Scorecard standards with a robust weekly performance monitoring tool.

• Ensure manufacturer sales & wholesale objectives are undoubtedly tracked & achieved.

• Develop detailed action plans to address any VRM or KPI performance behind the objective.

• Work with the GM to develop and monitor short, medium and long-term business plans.

• Ensure Dealership facilities are managed and presented to the highest standards.

• Take responsibility for sales department manufacturer bulletins and communications and ensure any required actions are taken immediately.

• Ensure manufacturer reporting and forecasts are done ahead of time and with absolute accuracy.

• Achieve top band scores of manufacturer’s audits and mystery shopping.

OPERATIONAL EXCELLENCE

• Develop and agree on self-management planner & routines with GM

• Hold scheduled meetings and calls with marketing, PDI and service managers to maintain consistency and further develop joint activities.

• Carry out daily one-to-one diary reviews with the sales team and ensure all KPIs are met.

• Set, agree and achieve individual departmental Key Performance Indicators “KPIs” with each sales team member.

• Monitor and measure operational performance and KPIs against competitors in the market and region.

• Implement and control the company sales process and CDK sales process standards.

• Constantly monitor and apply best management and operational practices based on best-in-class worldwide.

• Define, develop and implement clear strategic plans to achieve manufacturer and company business performance objectives.

• Develop a documented sales & marketing plan based on available stock, market opportunity and business objectives.

• Ensure at all times that website content is relevant and timely updated

• Hold effective daily team meetings to discuss relevant business KPIs with defined structured agendas.

FINANCIAL

• Develop stretching financial business plans for the Department and translate them into targets for their teams.

• Achieve department profit margins & KPIs as defined within the company Business Plan.

• Daily action to review the profit performance of all invoiced deals against Business Plan targets.

• Conduct a monthly review of management accounts, operating controls and composite figures to initiate improvement as required.

• Controls costs and expenditures within budgets, reviewing all debtor situations (customer) on a weekly/monthly basis.

• Increase profitability by continually reviewing the financial structure and adapting as required, such as discount levels and gross margins.

• Manage group stock levels in line with predefined company guidelines with all Used Cars displayed on both company and manufacturer websites.

• To ensure sign-off of every deal file to confirm all paperwork is correct and both parties have completed all areas of the sales contract.

KEY SUCCESS CRITERIA

• Possess strategic vision for short and long-term business development

• Strong leadership skills and expert in team building, motivation and interpersonal relationships

• A positive, confident and inspiring character

• Self-motivated and highly driven with the highest standards of personal and business performance

• Innate ability to drive and manage change

• Logical, analytical and systematic thinking

• Demonstrate a positive image of a role model employee and lead by example with a high level of ownership and integrity.

• Bachelor’s degree in business finance or a related field.
• Minimum of 5-7 years of sales experience in Automotive.
• Minimum of 1-2 years of Experience in the Automotive Industry.
• Strong organisational, decision-making, and problem-solving skills.
• Computer Skills (MS Office Excel, Word).
• Technology expertise.
• Experience in Automotive Industry.
• Automotive Knowledge.
• Must have the previous Hand on B2B/B2C Car Sales.
• Prefer CDK Hands-on experience.
• Computer Skills (MS Office Excel, Word) – Must have an understanding and working knowledge of CRM Systems.
• Bilingual (Native Speaker with excellent in spoken and written English).