Sales Manager

Job Title: Sales Manager

Department: Sales

Brand Name: Commercial Vehicle Sales

Reporting To: General Manager

Job Summary: To fully understand and agree on the business sales strategy with the Brand Manager, develop SMART operational plans aligned to the Company's Group strategy and coordinate relevant sales activities with all concerned. To achieve company's sales departmental financial targets and Brand manufacturer objectives, managing the sales team through strong leadership and the application of 'Operational Excellence' across the entire sales operation. Maintain the highest level of professionalism and values, acting as an Ambassador for the company at all times.

Key Responsibilities:

1. ACCOUNTABILITIES:

• Primarily responsible for ensuring & expanding B2B 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, etc.
• Devise & execute robust strategies for market penetration in B2B sales for all assigned brands including but not limited to Jaguar, Maserati, Bentley, Ferrari, Lynk&Co, etc.
• Manage team of B2B Sales executives & drive sales through effective collaboration amongst the sales team & involve in deal negotiation to conclude bulk deals.
• Should be excellent in pricing & promotional strategies for outright sales of products through fleet & tender sales, should also be well versed in Rental & Leasing business models to effectively handle rental & leasing customers.
• Coordinate with brand managers & marketing managers to devise marketing strategies & tactical approach for enhancing B2B Sales.
• Provide market intelligence reports on potential new fleet & tender sales, information on competition sales & marketing strategies, etc.
• Develop excellent rapport with Banking & NBFCs for availing excellent financial support for our customers to ensure closure of deals involving financing.

• 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 target of 90% employee retention.
• 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's standards.
• Ensure a straightforward monthly performance management program with best-practiced KPIs are 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 objectives and company's 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's 6 Core Values into every member of the team and every decision we make: RESPECT, INTEGRITY, PASSION, EXCELLENCE, INNOVATION, AND TEAMWORK.

• 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's 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's 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.

• 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 explicit 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 action is 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.

• 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 Company's 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's 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.

• Develop stretching financial business plans for the Department and translate them into targets for their teams.
• Achieve department profit margins & KPIs as defined within Company's 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.
• Control 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 Company's predefined guidelines with all Used Cars displayed on both Company's 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.

Skills:

• Requirement open for all nationals below 45 years of Age.
• Requirement open for male Candidates.
• Bachelor's Degree in Business Administration or Marketing is preferable.
• Experience of 3 years in the automotive field.
• Minimum 7 years in similar position or related to business.
• Candidate must have Sales & Marketing skills, Strategic Planning skills, Business Development skills.
• Candidate must have strong communication skills.