Job closed
Ref: HP698-8492
Job description / Role
Al-Futtaim Motors occupies the pre-eminent position of the largest distributor of automotive products in the Emirates, and leads the rapid development of automobile business in the UAE, while continuing to contribute to Toyota's worldwide growth.
Today, Al-Futtaim Motors is synonymous with Toyota and Lexus, which enjoy undisputed leadership in the UAE in terms of the largest number of vehicles on the road. Besides Toyota, we also hold exclusive franchises for some of the world's top automobiles and automotive products like Hino - Japan's leading heavy-duty vehicle manufacturer, Toyo & Chen shin/ Maxxis tyres, GS & Panasonic batteries and many more.
The Head of Sales has ownership of the operational practices of all Branches within a geographical area, making sure they run smoothly and comply with marketing and sales campaigns and meet budget and sales objectives.
The key accountability of this role is to support execution of the AFM TY strategy by:
* Recruitment, hire, installation and coaching of Branch Managers capable of running the complete sales operation of a Toyota dealership.
* Drive and achievement of agreed KPI targets (focus on Volume, Margin, IPRU and ultimately income growth)
* On- going performance management of the Branches based on agreed KPI metrics and performance levels, Customer CSV scores, HR issues, Wage Signoffs, Appraisals.
* Control and Management of Training of sales personal and processes to a pre-determined level and implementation into showroom environment post training.
* Managing the area sales forecasts by effectively controlling end to end sales deliverables and estimations to within a 5% error margin.
* Area MI flow of agreed data based around KPI's in to AFM
* Meeting with Branch Managers to plan and implement objectives for achieving sales and gross profits
* Implementing standards for displaying and merchandising both new and used vehicles as well as all promotions.
* Issue Avoidance Measures and Resolution as required
* Brand specific training and development of sales and support staff
* Managing the appropriate supply of new and used vehicle stocks.
* Head of Sales have to keep their employees motivated, resolve conflicts and make hard decisions. A successful Head of Sales is a good leader.
* Working to achieve sales and performance KPI's of the branch and brand
In addition, the Head of Sales is also expected to:
Complete Brand integration and relationship management of all sales related activities for the purpose of aiding the growth of sales volumes and margins.
Manage of Branch Managers team.
Maintain the profitability of their area by ensuring targets are met and sales objectives are achieved.
Be open to work overtime as people working within the automotive retail & SME industry often have to work extended hours, evenings and weekends to achieve their goals.
Requirements
The suitable candidate will meet the following requirements:
Strong knowledge of Sales process, F&I, structure, systems and methodology.
Head of Saless are in charge of hiring new Branch Managers, being a good judge of character will help ensure that the right people are hired.
Analytical skills are needed to solve problems that may come up during a typical work day.
Ability to performance manage seasoned Branch Managers.
Ability to build, implement and deliver sales training programmes based around dealer showroom processes and procedures.
Strong motivator.
Head of Sales have to make decisions that affect the company. Having the ability to make hard and fast decisions is crucial to success.
Understanding of Auto Sales Processes (dealer level UAE).
Outstanding interpersonal, facilitation and presentation skills.
Ability to influence and gain commitment at all organizational levels (must).
Strong quantitative and analytical skills and PC proficiency
Languages: Fluent English, Arabic an advantage.
Showroom Knowledge including strong understanding of Fastrack and wing to wing sales process.
Automotive General Management Experience within Franchised environment.
Previous Sales Manager experience a MUSTÂ
About the Company
Established in the 1930's, the Al-Futtaim Group initially operated as a trading enterprise. Rapid development throughout the 1940's and 50's saw it establish itself regionally as an integrated commercial, industrial and services organisation, positioning itself one of the leading business houses in the lower Gulf region. Today, it operates collectively over 40 companies bearing the Al-Futtaim name, dominates many market segments in the UAE, and has expanded its sphere of operation to include Bahrain, Kuwait, Qatar, Oman and Egypt.
The Group comprises a diverse range of strategically positioned operating subsidiaries and associate companies, structured to give the Al-Futtaim Group the flexibility and versatility to keep ahead of local competition while keeping pace with the ever-evolving global business scenario. The Groups continued investment in world-class systems technology is clear evidence of its commitment to maintain leading edge performance and service delivery.
The success of the Al-Futtaim Group can be attributed to a business approach that combines the ability to change with the traditional values of integrity, service and social responsibility that define its core business philosophy. This, linked with the Groups belief in decentralisation, gives the heads of the operating companies a high degree of functional autonomy and authority, providing the Group with essential flexibility, and individual employees a clearly defined work culture and sense of responsibility.