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JOB TITLE: HEAD OF SALES OPERATIONS

DEPARTMENT: Sales

BRANCH: Sub-Saharan Africa

REPORTS TO: Sales Director SSA

PURPOSE OF POSITION:

The Head of Sales Operations plays a strategic and cross-functional leadership role within the Sub-Saharan Africa region. The incumbent is responsible for overseeing and directing all aspects of new vehicle logistics, sales planning, demand forecasting, incentive management, and sales performance tracking across the SSA region.

The role is tailored to ensure:

• Seamless vehicle logistics and order processing

• Accurate and data-driven demand planning to support wholesale and retail sales targets

• Execution of targeted sales initiatives and incentive programs to drive performance

• Optimization of sales processes, logistics workflows, and lower-funnel activity to improve retail delivery efficiency

• Continuous improvement across operations through cross-functional collaboration, tool development, and KPI tracking.

This role serves as a key enabler of the SSA regional growth strategy and will require the ability to integrate multiple operational streams into a high-performance, delivery-focused environment.

MINIMUM QUALIFICATIONS:

• Post graduate degree in business Studies or other related field

• Min 5 years automotive experience

• Experience in sales, marketing, carflow & data analysis

COMPETENCIES AND SKILLS:

• Strategic Planning: Ability to develop, align, and execute planning strategies that support business objectives in the SSA automotive environment.

• Leadership: Proven ability to lead cross-functional teams across diverse markets in Sub-Saharan Africa, promoting high performance and collaboration.

EXPERIENCE:

• Extensive experience in logistics, sales planning, and supply chain management, preferably in the automotive industry within SSA markets.

• Demonstrated experience in leading planning or logistics teams across multiple countries or distributors.

• Hands-on knowledge in demand forecasting, inventory planning, stock flow management, and delivery execution.

• Deep experience managing logistics processes (warehousing, transportation, customs/port release coordination in SSA).

• Proven success in vendor management and negotiating contracts for transport, warehousing, and logistics services.

• Familiarity with SSA regulatory environments, compliance requirements, and automotive retail networks.

• Strong experience in developing and reporting on KPIs, dashboards, and sales funnel metrics.

• Exposure to retail marketing initiatives including campaign localization based on SSA market dynamics and seasonal trends.

KEY DUTIES AND RESPONSIBILITIES:

Strategic Sales & Business Planning

o Develop and execute comprehensive sales and business planning strategies across the SSA region for the XF, XP, and LEAP brands.

o Lead programming cycles, manage vehicle ordering processes, and ensure accurate sales forecasts (retail & wholesale) based on market intelligence.

o Monitor performance against budget targets and implement corrective actions to ensure alignment with commercial objectives.

o Oversee XP and XF forecast insertions (CCF, NVDR, AAAM files) and retail submissions in coordination with zone managers.

Car Flow Preparation and Maintenance:

o Prepare and manage SSA carflow data, ensuring accurate REF/PO submissions and monthly updates.

o Conduct KPI tracking and gap analysis across major SSA players (e.g., CFAO, Kalmoni, Mauritius, DPan, Caetano).

o Coordinate with Brand/Market Managers to ensure new models/versions are correctly entered into systems and carflow cycles.

o Align carflow processes with production, shipping, and budget requirements.

Vehicle Logistics and Distribution:

o Oversee end-to-end logistics including truck dispatch, shipping follow-up, and coordination with transport providers.

o Monitor vehicle inventory, ensure on-ground stock accuracy, and align deliveries with market requirements.

o Optimize inbound/outbound logistics efficiency and implement tracking tools to increase delivery speed and cost efficiency.

o Manage third-party logistics partners and ensure SLA compliance.

Sales Development & Campaigns:

o Drive initiatives to enhance sales efficiency through strategic campaign planning and localized market activations.

o Develop and manage incentive schemes, discount structures (VME), and campaign performance analysis.

o Support dealers and importers with retail marketing strategies based on local TIV trends and product availability.

o Lead activities to boost sales power using tools, reporting dashboards, and sales effectiveness training.

Sales Administration & Reporting:

o Manage vehicle order centre operations and ensure accurate documentation of transactions and orders.

o Coordinate weekly commercial reporting including KPIs, stock alignment, and performance outlooks.

o Consolidate and present sales performance metrics to senior management for strategic review.

o Maintain dealer stock and sales files, including AAAM and Statnet reporting.

Sales Development:

o Lead sales development initiatives, exploring new markets, customer segments, and strategic partnerships to boost overall sales.

Variable Margin Discount (VME):

o Implement and oversee Variable Margin (discount) strategies, optimizing pricing structures to enhance competitiveness and drive sales.

Financial & Pricing Controls:

o Verify pricing strategies across importers including XP billing aligned with incoterms and applicable pricing.

o Monitor wholesale forecast based on production data and ensure financial coverage validation.

o Handle debit notes (NDD), FHB validation, EOTP monitoring, and final price checks.

Cross-Functional Collaboration & Stakeholder Management:

o Act as key liaison between sales, production, supply chain, pricing, and logistics teams.

o Build strong working relationships with GDs, importers, logistics providers, and other regional partners.

o Lead key forums including SSA weekly meetings, KPI reviews, Control Tower discussions (XP), and dealer stock alignment sessions.

Sales Power:

o Engage monthly with General Distributors (GDs) to gather updated Total Industry Volume (TIV) data.

o Prepare quarterly and Y+1 sales forecasts for internal and external reporting (e.g., Statnet).

“At Stellantis, we assess candidates based on qualifications, merit and business needs.

We welcome applications from people of all gender identities, age, ethnicity, nationality, religion, sexual orientation and disability. Diverse teams, will allow us to better meet the evolving needs of our customers and care for our future.”