[HCM] [Automotive] Branch Sales Manager

Main tasks (Personnel tasks are standardized and attached at the end of this job description):

1. Sales management (retail of all passenger cars; excluding fleet)
- Work closely with National Sales Manager (NSM) and Country Manager (CM) to develop annual sales and delivery plan for the sales team
- Cascade sales objectives (volume, margin, etc.) through to the sales team and define the targets for sales team members together with NSM and CM
- Lead, supervise and monitor sales performance of individual Sales Representatives + take corrective measures as needed
- Measure staff performance levels according to retail sales excellence and company policy standards

2. Realize other sales management activities with the other entities/departments (for passenger cars)
- Provide input to NSM & CM in the development of product and price strategy
- Coordinate with and support the Marketing Team in new car sales marketing activities, such road shows, campaigns, other events, etc.
- Actively support the company-wide Customer Relationship Management processes (e.g. ensure an up-to-date customer/prospects database, …)
- Assume process ownership for all operational sales processes
- Offer sales representatives the coaching, counseling, advice, support, motivation or information they need in order to help them meet their sales objectives

3. Provide appropriate showroom and point of sale material
- Ensure that showroom vehicles and test drive vehicles for current models are in good working conditions, displayed and are available
- Ensure availability of brochures, price lists and other point of sales materials on site
- Ensure that all aspects of the showroom (exterior and interior) are in accordance to Subaru and Motor Image guidelines and standards (other than After Sales designated areas)

4. Realize tactical managerial tasks (mid-term impact)
- Design, control, and monitor the performance of the processes under scope
- Standardize and optimize all relevant processes as needed (efficiency focus)
- Safeguard continuous improvement throughout the department, in particular in the context of the performance indicators such as Dealer Image Analysis DIA (customer excellence and efficiency)

5. Realize operational managerial tasks (short term impact)
- Oversee, diagnose, and actively guide the day to day activities within the department
- Set up regular briefings and management meetings with direct reports and ensure appropriate documentation (e.g. daily sales meeting)
- Collect and analyse the continuous performance results of the department, and take corrective actions as needed

6. Customer relations and satisfaction management
- Constructively handle (and supervise the handling of) customer complaints related to new car sales with the sales representatives

7. Set and adhere to specific Key Performance Index (KPI)
- Operational KPI Sales “effort”: number of customer walk ins/showroom contacts (TBA/year), test drives (TBA/year), quotations (8.000/year)
- Operational KPI Sales “result”: conversion rate of 20% of test drives
- Operational KPI Sales “result”: prospect data collection of 100% of test drives
- Operational KPI Sales “result”: number of contract closures (vehicles sold: TBA),

8. Aftersales
- Ensure the smooth operations of the Aftersales business
- Constructively handle (and supervise the handling of) customer complaints related to aftersales and service staffs in the final escalation process
- Oversee the day to day activities within Aftersales in the branch (Service, Parts and Repair)
- Ensure that all aftersales reports (daily, weekly & monthly) are submitted to regional aftersales team
- Ensure availability of brochures, price lists and other point of aftersales materials on site
- Ensure that all aspects of the showroom (exterior and interior) are in accordance to Subaru and Motor Image guidelines and standards in After Sales designated areas
- Responsible for the profitability of the Aftersales business (aftersales servicing, warranty claims & parts sales)

Authority (position related power of authority):
- Department purchases
- Sales discounts: within boundaries indicated by the Branch Operation Manager (BOM)
- Trade ins: dealer selection (within short list validated with managing director)
- Human resources: hiring and termination of direct reports + their subordinates (within HR process); approving holiday schemes for department staff

* Personnel Management Tasks
1. Selecting team members for the own area of responsibility / business area
2. Professional and organisational training / coaching of team members
3. Delegating tasks and authorities
4. Priority setting
5. Motivating colleagues and team members
6. Informing, advising and supporting colleagues and team members
7. Evaluating achievements and work behaviour of colleagues and team members
8. Guiding the work behaviour and the achievements of colleagues and team members
9. Developing and promoting colleagues and team members
10. Handling problems & difficulties
11. Supervising and safeguarding compliance of guidelines and directions which cover the work order, work security, and overall direction of the firm
12. Handling social interests of colleagues and team members
13. Providing correct remuneration towards team members after applying the agreed payment principles
14. Put people in positions, take them out of positions, convert them to other positions in the firm or outside of the firm, keeping in mind and respecting the corresponding company rules
15. Applying for further growth of positions, reductions, and changes
16. Guiding team members in professional and context
17. Cooperate in the definition of job positions
18. Establishing appraisal recommendations and interim appraisals
19. Arranging nominations and granting power of attorney
20. Determining the need for, approving, and initiating staff employment in specific situations
21. Arranging changes in work interruptions / pauses in case of business interferences or capacity bottlenecks
22. Determining deviations from the standard labour hours (e.g. overtime, holiday work, …)
23. Collaborating with the different bodies of industrial labour relations in the settlement of the interests of the colleagues or team members
24. Grant paid holidays, approve/refuse proposed unpaid leave requests

Prossess good knowledge of economics and how current market trends influence sales
- Is persuasive and can influence others
- Has good leadership and negotiation skills, both written and verbal
- Superior communication and customer service skills
- Is proactive and anticipates potential problems before it happen
- Able to develop sales strategies based upon prior experience
- Possesses good customer service skills

Salary : 2000$ - 2500$

Working time : Mon - Fri & Saturday morning