Sales Performance Manager – North

POSITION/TITLE: Sales Performance Manager – North

GRADE: EVP- 6

DIVISION: Sales Operations

DEPARTMENT: Sales and Marketing

PURPOSE / DETAILS OF THE JOB:

Develop and grow dealer performance with your knowledge of various functions in an organisation and with benchmark practices you pick up from performing dealers.

QUALIFICATIONS / REQUIREMENTS:

EDUCATIONAL QUALIFICATIONS:

Diploma / Degree in Business Management, B Com or equivalent qualification.

RELEVANT EXPERIENCE:

5-8 years sales experience in the automotive industry.

KEY PERFORMANCE AREAS:

• Review dealer sales and marketing plans.
• Implement sales strategies with dealers.
• Ensure dealer resource and capacity compliance.
• Ensure franchise standards compliance.
• Analyse markets and develop strict plans.
• Dealer performance management.
• Support marketing initiatives.
• Cross-functional interactions to achieve objectives.
• Review and manage dealer inventory management.

SPECIAL REQUIREMENTS:

KEY ATTRIBUTES:

• Knowledge of motor industry sales and distribution.
• Understanding of dealer operations.
• Knowledge of general market conditions and competitor environment; knowledge of process management and impact on the bigger picture.
• Play a consultative role to the respective group of dealers; strong personal and negotiation skills.
• Good time management skills.
• Understanding of key business principles (sales, finance, marketing, customer management, etc.) and the ability to practically apply these principles.
• Incumbent must have the skill and competency to undertake any actions as an exemplary ambassador for Nissan while having empathy for dealers and their business issues.
• Thrive under pressure; self-motivated, target and deadline driven, go-getter, positive attitude, dynamic, flexible.
• High level of computer literacy; absolute drive to over-perform and exceed expectations; ability to identify issues and have the necessary problem-solving skills and inter-departmental knowledge/adequate communication skills to address issues quickly.

CORE COMPETENCIES:

• Retail/wholesale target achievement and accurate forecasting by derivative, by dealer on a weekly basis; continuous focus on profit achievement ensuring sales of the more profitable vehicles.
• Monitoring dealer CSI and ensuring that the correct processes are in place to achieve the desired CS levels; monitoring of dealer standards compliance via the Edge Program.
• Timely and value-adding completion of dealer performance reports on a monthly basis.
• Active management of aged inventory and developing actions with the dealer/s to address any concerns; review of dealer performance by model range with appropriate corrective actions where necessary.
• Identification of key indicators of problem/opportunity areas in the dealer operation and providing the necessary insight and guidance to develop adequate corrective actions together with the dealer/s.
• Good business sense and ability to apply this practically.
• High level of confidence and ability to regulate assertiveness in line with the task at hand and handle uncomfortable and sometimes confrontational situations with dealers and customers.