Sales Manager

Bachelor degree

Key Responsibilities

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.

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 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 

 Ensure a straightforward monthly performance management programme with best-

practised 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

 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.

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  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 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 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

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  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

 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 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 guidelines with all Used

Cars displayed on both 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

Education

 Diploma, University degree, Bachelor’s Degree in Business Administration or

Marketing is preferable

Experience

 Minimum 7 years in similar position or related to business.

 Relevant Experience: 3 years of experience in automotive industry.

Competency & Skills

 Sales & Marketing Skills

 Analysis Skills

 Strategic Planning Abilities

 Business Development Skills

 Strong Communication Skills

 Collaboration and Motivation Skills