Head of Sales

Description:

• Manage Dealer wholesale and retail targets with effective sales management practices to ensure that approved targets are achieved.
• Approve quarterly sales incentive program designed by the Dealer Operations Manager which maximizes profitability and achieves sales volume and model mix targets.
• Approve and coordinate finance and insurance offers to maximize retail sales.
• Development of a Remarketing program to facilitate additional new car sales to fleets/ rental/ retail customers as well as provide additional used car stock to the Dealer Network.
• Manage the Corporate Sales Department with a view of maximizing retail and wholesale objectives through growth of the Corporate Sales business.
• Responsibility to grow the Fleet sales penetration and share in corporate business through key strategic and operational initiatives. Implement standardized and professional Fleet sales processes at the Dealer level by developing a Dealer Fleet sale strategy.
• Maintain the relationship between the Group and leasing customers utilizing the annual SAVRALA ratings (South African Vehicle Rental and Leasing Association of South Africa) to make necessary adjustments and benchmarking.
• Overall responsibility for the sale and profitability of rental direct sales to Rental. Lead the business relationship with direct sales companies and negotiate mutually beneficial deals and incentives with the key decision makers.
• Lead the business relationships with Rental to achieve the planned market share objectives in that channel.
• Promote and market the product range to increase presentation in all potential vehicle Rental categories.

• A formal 3-year National Diploma or Bachelor’s degree in Commerce/ Business Management/ Marketing from a recognized tertiary institution
• Minimum of 10 years of motor industry experience
• Minimum of 5 years at management level.
• A minimum of 3 years of Regional Sales experience is advantageous.
• Retail/ Dealer network experience is advantageous.
• Motor industry experience in:
• Corporate, Government, and Rental sales management
• Dealer Network management
• Dealer Operations management
• Have strategic and conceptual thinking capabilities, with the ability to plan and organize resources effectively
• Confident negotiating, influencing, and selling skills
• Well-developed networking and customer relationship managing skills

Requirements:

• Manage Dealer wholesale and retail targets with effective sales management practices to ensure that approved targets are achieved.
• Approve quarterly sales incentive program designed by the Dealer Operations Manager which maximizes profitability and achieves sales volume and model mix targets.
• Approve and coordinate finance and insurance offers to maximize retail sales.
• Development of a Remarketing program to facilitate additional new car sales to fleets/ rental/ retail customers as well as provide additional used car stock to the Dealer Network.
• Manage the Corporate Sales Department with a view of maximizing retail and wholesale objectives through growth of the Corporate Sales business.
• Responsibility to grow the Fleet sales penetration and share in corporate business through key strategic and operational initiatives. Implement standardized and professional Fleet sales processes at the Dealer level by developing a Dealer Fleet sale strategy.
• Maintain the relationship between the Group and leasing customers utilizing the annual SAVRALA ratings (South African Vehicle Rental and Leasing Association of South Africa) to make necessary adjustments and benchmarking.
• Overall responsibility for the sale and profitability of rental direct sales to Rental. Lead the business relationship with direct sales companies and negotiate mutually beneficial deals and incentives with the key decision makers.
• Lead the business relationships with Rental to achieve the planned market share objectives in that channel.
• Promote and market the product range to increase presentation in all potential vehicle Rental categories.

• A formal 3-year National Diploma or Bachelor’s degree in Commerce/ Business Management/ Marketing from a recognized tertiary institution
• Minimum of 10 years of motor industry experience
• Minimum of 5 years at management level.
• A minimum of 3 years of Regional Sales experience is advantageous.
• Retail/ Dealer network experience is advantageous.
• Motor industry experience in:
• Corporate, Government, and Rental sales management
• Dealer Network management
• Dealer Operations management
• Have strategic and conceptual thinking capabilities, with the ability to plan and organize resources effectively
• Confident negotiating, influencing, and selling skills
• Well-developed networking and customer relationship managing skills