Our client an European multinational automotive brand is looking for a Sales Area Manager.
Position is based in Dubai, UAE.
Purpose & Key Accountabilities
To plan, propose, agree and monitor achievement of sales targets; responsible for all aspects of dealer sales performance and profitability in compliance with the Retail Standards; coordinates within the regional office to support importers in order to achieve the agreed sales (production, wholesale, retail) and Sales- NPS/MYS targets; acts as custodian of the Group brands.
- Conducts regular market visits to review operations in order to monitor the Importers’
- Agrees with importers and aligns internally on Sales Volume (production, wholesale and retail)
- Overall responsible for the business Constantly reviews monthly sales performance vs. business plan with the dealer management and monitors sales target achievement (production, wholesale, retail). Takes immediate action in case of performance deviation to ensure achievement of sales targets (production, wholesale, retail). Drives retail, corporate/government and shuttle sales.
- Monitors and controls vehicle stock, pipeline, credit lines and sufficient financial coverage of production
- Elaborates and recommends tactical (CoR) measures for importers to achieve their vehicle sales objectives and drive new vehicle production orders; cautiously provides financial support where necessary (approvals internally). Develops together with financial services attractive financing
- Analyses with assigned importers their respective key performance indicators, coaches and supports them in the development of corrective action plans in Sales and
- Conducts regular stock and documentation audits, monitors compliance to Group Retail Standards; provides coaching in all aspects of the importer’s
- Constantly monitors competitors retail pricing and volume market Drives implementation of provided product and price retail price and option profile strategies. Suggests product and price profile optimization measures.
- Ensures that importers adhere to all reporting deadlines (e.g. Weekly Retail Estimates, Forecast, Production Requests). Drives importers towards high forecast and reporting
- Steers dealer development manager in terms of facility Drives exploitation of market potential in uncovered markets or cities. Ensures that planning for staff, capacity, facilities are adequate. Supports training and competency development in seeking dealer participation.
- Drive defined focus areas such as M, GKL, xEVs, CSS, Used Cars across all assigned markets actively requesting and planning adequate support from specialist colleagues and central AG CoCs.
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- Drive development in all aspects of the importer business model
- Guides importers through investment into new business opportunities
- Explores new product opportunities (pricing, configurations, models)
- Constantly monitors sales performance (production, wholesale, retail) and takes immediate action where necessary
- Resolves HR issues at importers (e.g. low performing sales managers)
- Negotiates, convinces, coaches and supports Importers’ General Management in adherence with guidelines.
- Liaises with respective CoCs and safeguards that market specific requirements are positioned.
- Obtains required approvals from Regional Office finance department for CoR support measures.
- Drives and co-ordinates internal resources (incl Regional Office Marketing and After Sales teams) in all aspects of the importer business.
- Obtains approvals on all relevant importer subjects from Director Sales and Marketing.
Geographical Scope
Region Middle East: Dubai, Abu Dhabi, Saudi Arabia, Qatar, Bahrain, Kuwait, Oman, Yemen, Iraq, Afghanistan, Pakistan, Iran, Lebanon, Jordan, Palestine, Syria
Internal / External Interface Partners
Director Sales & Marketing, Marketing Manager, Volume Planning, Product and Price, After Sales Area Manager, Finance Director, Managing Director; Finance and Volume Planning, C3 regional team, Importers Owners, General Managers, Sales Managers, Marketing Managers, CRM Managers
Educational Background / Professional Knowledge and Experience
- University degree in business administration
- Work experience, Leadership experience
- Min. 5-6 years’ experience in Automotive Marketing Industry
Additional skills: special skills / technical ability
Demonstrable motor industry experience, ideally in vehicles sales and/or aftersales. Strong commercial background with good knowledge of accounting and financial statements (profit and loss account, balance sheet). Good knowledge of current relevant IT systems and IT applications. Well-developed coaching and negotiating skills. Strong analytical skills. Results-driven self-starter with strong initiative. Business development experience with capability to balance short term – long term development vs requirements.
