General Manager Sales

Job Description

To manage Jaguar Land Rover’s sales of retail and pre-owned vehicles in line with the overall business objectives of PM and brand-specific requirements of the principals, develop sales plans for JLR across the region, and participate in the formulation and implementation of JLR sales strategy, while enhancing the brands’ image and achieving sales targets.

Strategic Roles and Responsibilities

• Participate in the development of the brands’ approach in alignment with marketing strategy and brand guidelines of the principals.
• Contribute towards overall sales strategy by developing the sales plan and budget for Jaguar Land Rover across regions.
• Review and monitor sales plan implementation and results achieved on a regular basis across regions. Adjust sales plans to adapt to unexpected changes with close collaboration with Brand SVP to align changes on sales strategy and approach.
• Review periodic reports to measure the performance of Jaguar Land Rover brands and oversee the successful implementation of their plan.

Functional Roles and Responsibilities

Sales Operations

• Set sales targets by region based on developed sales strategy for both retail and pre-owned vehicles, market needs and principals’ directions.
• Participate in the development of policies related to pricing, ordering, and stock; monitor their proper implementation and ensure compliance of regions to those policies.
• Communicate sales plan and targets to the sales and showroom managers, and provide them with sufficient training inputs, guidance, and motivation to achieve targets successfully.
• Overview sales process (aspects such as initial customer contact and reception, clarification of need, identification of prospect, follow-up on initial contact, final closure of sale and quality of sales documentation) to ensure quality in the entire process.
• Work directly with the SVP on making recommendations on sales promotions, staffing needs, lease promotions and compensation plans.
• Oversee the implementation of customer service standards in the showrooms, and ensure efficient handling of complaints; highlight any issues and make recommendations to the SVP on potential impact on efficiency and effectiveness.
• Follow up on aspects of the showrooms (e.g. layout, product information), and ensure the correct and desired image of Jaguar Land Rover is being delivered to customers.
• Review reports issued from Autoline periodically to monitor the performance of the business and the people.

Business Development

• Represent the company and brand with government bodies and VVIP customers, establishing and maintaining close productive relationships.
• Identify, establish, and maintain a network of business contacts and relationships within the market to win new business opportunities, increase market awareness, and obtain market and competitor intelligence and customer preference information.
• Remain well-informed of international and local trends in the automotive industry through visits to principals and participation in various forums. Recommend ideas for reorientation in sales strategy in order to adapt to changing market needs.

Dealer Standards and Compliance with Principal Requirements

• Manage dealer standards compliance in conjunction with the Brand SVP and Compliance and Training Manager and ensure proper and efficient implementation for requirements and standards set by the principal.
• Ensure corrective action plans related to dealer standards are effectively communicated and implemented.

People Management Roles and Responsibilities

• Provide leadership and direction to subordinates towards the achievement of goals and objectives.
• Guide, motivate, and evaluate subordinates on their performance, productivity and progress, while identifying training needs of team members to improve efficiency and ensure conformity with standard procedures and practices.
• Oversee product related training process and ensure training needs are properly identified, while ensuring attendance of employees to the trainings and coordinating with HR to adhere to ATM learning and development framework.
• Ensure that team members acquire the required skills and knowledge through appropriate training programs, including product and brand related training, while identifying the appropriate gaps and training costs and benefits to ensure budgetary parameters are met.
• Ensure potential successors are identified, developed, and trained for succession planning purposes.

Education and Certification

Master’s degree, preferably in a business oriented discipline.

Years of Experience

Minimum 10 to 12 years of experience in sales within the automotive sector, with at least five years of experience in a senior management role in the region.

Knowledge and Skills

• Strong management skills.
• Excellent interpersonal and communication skills.
• Strong people management skills.
• Strong problem solving skills.
• Strong analytical skills.
• Strong negotiation skills.
• Strong understanding of regional market as well as international context.
• Proficiency in Microsoft Office.
• Preferably proficient in Autoline.

Languages

Proficiency in English and Arabic.

Additional Requirements

• Valid UAE driving license.
• May be required to travel outside UAE.