Key Accountabilities
-Financial Target achievement:
-Responsible for implementing the detailed annual operational and financial business plans for retail sales and fleet sales for Infiniti and retail sales for Renault.
-Develop short, medium and long-term strategies and define the associated projects and initiatives to grow the business (Retail and Fleet) and deliver the results
-Responsible for creating and implementing the detailed annual operational and financial business plans for all departments using the Balanced Score Card methodology.
-Ensure that the business units (Infiniti and Renault) deliver on gross profit overall and by model across all sales channels and oversee the development of the corrective action plans.
-Explore and grow nonvehicle income by cooperating with F&I, Accessory and aftersales department to increase the profit per vehicle sold.
-Strategic implementation:
-Develop quarterly strategic reviews to evaluate market development and validate and adjust strategy and associated projects if needed.
-Adapt to changing market dynamics where necessary.
-Define the digital transformation strategic direction and operational projects while utilizing internal resources and external consultant.
-Participate in the Executive Committee regarding identifying and mitigating risks, company strategy, issue resolution and business development.
-Negotiate, manage and deliver on the demands of the Manufacturer Principals including sales objectives, programs and initiatives, pricing, product, inventory and brand management ensuring excellent long-term relationships and successful achievement of top awards and accolades.
-Ensure that internal support resources (HR, IT, Audit etc.) are aligned with the Sales and marketing department and that internal support resources are utilizing to maximize productivity.
-Business Development:
-Develop the organization processes, structure and activities to be in line with new automotive industrial trends.
-Oversee the progress of strategic projects and initiatives to ensure timely and successful implementation.
-Plan and manage all physical, financial and human resources that constitute the Sales function.
-Active operating cost management and review focusing on optimization and cost reduction.
-Work with planning dept to oversee the Inventory planning, ordering and management to ensure optimal stock levels and ensure that the concerned departments develop and implement the required action plans.
-Support the GMs on negotiations with the Principals.
-Support the GMs on Domestic market pricing and product negotiations.
-Oversee and take necessary actions with GMs on matters pertaining to sales channels including Retail and Fleet.
-Ensure that the marketing department is delivering innovative, tactical and brand building promotions and campaigns to deliver the planned sales volumes and market shares.
-Work with the marketing department to manage the image and awareness of the brands through a robust PR plan with clear ROI.
-Work with the marketing department on the creation and analysis of market intelligence reports including market statistics, market segmentation and competitor product and pricing.
-Work with the Planning Department to hold meetings with each of the Business Units (Infiniti & Renault) where internal and external data is tracked and analysed, and opportunities and challenges are identified, and action plans are developed and tracked.
-Customer Journey:
-Ensure that all retail branches and fleet sales consultants deliver consistently high customer service to all retail and fleet customers at every touch point to build strong AWR Automotive brand.
-Work with the training department to identify opportunities in people skills and/or processes to ensure first-class customer experience across all touch points with a commitment to a customer centric approach in all aspects of the business.
-Coordinate with CX and marketing management to constantly improve online and offline customer journeys.
-Ensure all showrooms are as per brand VI and equipped with the required tools to enhance customer’s experience.
-Stakeholder Management:
-Manage the relationship and interaction with all the Sales and Marketing staff at the Principal.
-Conduct regular performance review meetings and initiate appropriate actions to meet and exceed performance targets.
-Ensure that the relationship with business partners is managed and that the Sales and Marketing department maximizes the utilization of these relationships.
-Engage with and inspire the teams to exceed business targets and customer expectations and maintain high levels of morale and motivation.
-Coach and mentor, the management team to develop skills, instill business structure and discipline and to improve effectiveness.
-Visit retail branches on regular basis with necessary support and guidance for branch managers and sales staff in achieving their individual targets on units, revenue, and gross profit
-Develop and implement Performance Management Schemes and robust KPIs to ensure results are consistently delivered.
-Define with the GMs and the HR department the annual HR objective covering behavior and technical organizational requirements.
-Learning and development:
-Facilitate innovation and enhance trust environment across sales team.
-Identify Key talents and work on their development plans.
-Work with the HR department on developing and tracking the training programs that address the defined requirements.
-Identify areas of self-development areas with the help of the GM and HR and work on them with various ways including training, coaching and mentoring.
-Policies, Procedures and corporate Governance:
-Coordinate with GMs, GIA (Group Internal Audit) and BE (Business Excellence) to ensure that all policies and procedures are followed, and ensure adherence to Audits, ISO Audits, Group Internal Audits and Branch Audits standards, and implement robust actions tackling reported deviations from the Standard Operating Procedures.
-Ensure team awareness and implementation of AWR code of conduct as well as directions from legal department and top management.