Area Manager - Automobile Division

Role:

Reporting to the Sales Section Manager, the role will be responsible for the successful delivery of the sales targets for the defined area (AOR). Working closely with the dealers to develop a strong manufacturer/dealer relationship, offering the necessary support and guidance to achieve quantitative and qualitative mutual objectives.

Main Accountabilities:

1. Deliver sales targets in the AOR (wholesales and registrations)
2. Monitor dealer sales performance and overall profitability
3. Accountable for customer follow-up, training, HSOS processes targets
4. Sales CSI scores, image and brand representation
5. Sales standards implementation and regular compliance
6. Develop and advise on local communication through an efficient marketing action plan
7. Ensure consistent local communication in line with national strategy and taking into account regional needs and opportunities
8. Analyse and challenge local performance improvement in the AOR
9. Join, support, and manage any corporate project or request

Main Responsibilities:

1. Ensure dealer engagement in key sales objectives through understanding of strategy & goals and implement required sales activity plan by dealer
2. Follow up and deliver sales target by dealer
3. Report accurate forecast for all requested reports
4. Manage dealers’ new cars supply to achieve the sales volumes targets, mix and market penetration
5. Secure stock standards compliance at dealers: new cars, demo cars, courtesy cars…
6. Regularly report dealer performance, issues & develop countermeasures to close the gap
7. Provide support & guidance to dealers, promoting strong Honda/Dealer relationships
8. Advise and communicate best practice activity on marketing and promotional activities in line with national marketing and brand image
9. Implement required brand presentation of facilities, product and customer processes which adhere to Franchise Standards and CSI requirements including dealer composite tool
10. PDCA the dealer sales process and offer coaching where required
11. Motivate and incentivise partners via event activity or area-based league campaigns
12. Promote best practices sharing within the region and vs. national activities for sales activities
13. Coordinate corporate activities and manage their successful implementation
14. Ensure permanent study on potential new dealers to achieve best market coverage
15. Ensure successful launch of new dealers in collaboration with Sales and Dealer Development teams

Sales Support Responsibilities:

1. Fleet business development
2. Local marketing activities
3. Promote and support Honda connectivity solutions
4. Used car business development

Area Definition:

1. French Swiss speaking area

Qualifications, Skills and Experiences Required:

1. Sales and target-achieving mindset
2. Ability to take ownership, report issues and propose/implement efficient solutions
3. Excellent interpersonal, negotiation and communication skills
4. Strong leadership and ability to take initiatives
5. Ability for efficient reporting and training
6. Proven understanding of retailer culture and structure
7. Flexibility and adaptability in changing environment
8. May have experience of car sales retailing
9. Intermediate marketing and promotional knowledge
10. Fluent in French and English, German is an asset