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 :

1. Review dealer sales and marketing plans.
2. Implement sales strategies with dealers.
3. Ensure dealer resource and capacity compliance.
4. Ensure franchise standards compliance.
5. Analyse markets and develop strict plans.
6. Dealer performance management.
7. Support marketing initiatives.
8. Cross-functional interactions to achieve objectives.
9. Review and manage dealer inventory management.

SPECIAL REQUIREMENTS :

KEY ATTRIBUTES :

1. Knowledge of motor industry sales and distribution.
2. Understanding of dealer operations.
3. Knowledge of general market conditions and competitor environment; knowledge of process management and impact on the bigger picture.
4. Play a consultative role to the respective group of dealers; strong personal and negotiation skills.
5. Good time management skills.
6. Understanding of key business principles (sales, finance, marketing, customer management, etc.) and the ability to practically apply these principles.
7. 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.
8. Thrive under pressure; self-motivated, target and deadline driven, go-getter, positive attitude, dynamic, flexible.
9. 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 :

1. 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.
2. 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.
3. Timely and value-adding completion of dealer performance reports on a monthly basis.
4. 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.
5. 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.
6. Good business sense and ability to apply this practically.
7. 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.