Head of Sales

About the position

REQUIREMENTS

• Affirmative Action South African citizen
• National Diploma/ Bachelor’s Degree in Commerce/ Business Management/ Marketing from a recognized tertiary institution
• Minimum of 10 years motor industry experience
• Minimum of 5 years at management level
• Minimum of 3 years of regional sales experience is advantageous
• Retail/ dealer network experience is advantageous
• Motor industry experience in:
  • Corporate, Government,
  • 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

 

RESPONSIBILITIES

• 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 together with the company's financial services to maximize retail sales
• Manage the company's sales strategy with ongoing development and implementation of that strategy supporting a premium positioning for the product which also supports dealer profitability as well as objectives for the company
• 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 company's dealer network
• Manage the corporate sales department with a view of maximizing retail and wholesale objectives through the growth of the corporate sales business
• Responsibility for growing the company's 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 company 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 company's product range to increase presentation in all potential vehicle rental categories

Desired Skills:

• Business Management
• Customer Relations
• Fleet Sales
• Marketing
• Negotiating
• Networking