Sales Performance Manager

1 نوفمبر، 2022

0 0 4 دقائق

الوصف الوظيفي

Sales Performance Manager | Trading Enterprises | Al Futtaim Automotive | Dubai

Overview of the role:

The role is responsible for managing the Sales Performance by supporting the execution of the sales / units business plan and achieving the budgeted net sales, gross margin, net profit and CSI/NPS for the respective brands locations in the U.A.E and International. By proactively supporting the network and dealer principals to build a strong retail network and customer centric team, that anticipates the customer needs, the role enables the brand to stay ahead of its competition. Concurrently, the role will also lead the Dispersion Management, implementing enhancements initiatives and best practices along with driving omnichannel customer experience innovation and standards across the brands with the support of the Center of Excellence (COE) team. The role will report to the Retail Director/MD.

What you will do:

Performance Management

– Target Setting – To prepare and communicate the monthly target in the network to achieve the annual business targets.

– Dispersion Management – To prepare site level performance trends of Financial, Operational and Customer KPIs, and carry monthly performance reviews in the network to identify Risks & opportunities. Prepare and monitor the performance improvement action plan and support network with relevant stakeholders to complete the action steps.

– Forecast – Communicate monthly target forecast, risk & opportunities to management, finance and central planning team with the explanation on positive or negative business result variances.

– Planning Support – Active engagement with Central Planning team towards development annual & mid-term business plan strategy.

– Customer Quality: Conduct monthly review of the Customer Quality process & standards gaps improvement plan with the network and ensure the operations follow the Al-Futtaim process standards. Engagement with branches on the NPS improvement actions.

– CRM – Monthly review and action plan activities with the central Call Center team to improve the Visit trend.

– Capacity Planning: To ensure each showroom is operating as per the capacity plan and implement an efficiency program to improve and optimise the operations.

Operations Support

– Showroom Enablers – To achieve and exceed the budgeted target on Net sales, Gross Margins and Net profit by maximising the revenue streams and optimising and implementation of key sales KPI’s.

– Location Performance – Analyse across every location key sales KPI and devising actions to improve performance. In addition to review fixed and variable costs at each location to ensure variances are minimised and net contribution is maximised.

– Skillset Development – Identify skillset improvement opportunities with Customer Quality and support Learning & Development on training plan preparation and execution within the network.

– Stakeholder engagement – Steer the Retail support requirements with relevant stakeholders and oversee the project or activity implementation within the timeline.

– Stock Optimisation – To work closely with Planning team ( both new and CPOV) optimizing availability to ensure sales volumes are met and customer satisfaction levels achieved.

– Best Practice Engagement – engage and liaise with Customer Quality and other external stakeholders to bring best practices and innovation whilst implementing group directives where needed. Implementation of best practice learning within the network.

– Customer Experience – To develop, implement and improve the selling process and customer journey to enhance the customer omnichannel experience and strive continuously for best in class CSI & NPS

– Internal Compliance & Audit – To drive the fulfilment of actions & recommendations of internal audit & compliance within Retail network.

– Facilities & Equipment – To assess and recommend the requirement of Facilities and Equipment in anticipation of the future business requirement, including their Digitalisation. Ensure proper upkeep of Facilities and Equipment.

– Al-Futtaim Operating Coherence – To ensure all operational activities meet with Al-Futtaim corporate requirements for quality management, health & safety, legal stipulations, social responsibilities and general duty of care.

– Sales & Aftersales Synergy: Facilitate sales and aftersales synergy activities implementation in the network.

Value Chain

– Demand Creation – To implement national initiatives to drive demand through our products including financial services, accessories, to ensure opportunities of increased revenue and profitability are realised and to ensure customer ownership costs are reasonable and competitive in the market.

– POS Customer Engagement – plan and execute online and offline promotions & customer engagement at the right place and points of sale

المهارات

Required skills and experience to be successful:

Education: Degree in business administration, sales and marketing or similar. Masters Degree in Business management would be an added advantage.

Minimum Experience and Knowledge:

– This position requires business maturity and excellent judgment. Successful candidates generally have 8-12 years in Automotive industry.

– Ability to manage multiple priorities in a fast-paced environment; work collaboratively with cross-functional teams and ensure high quality deliverables with attention to detail. Proven ability to develop, execute and manage entire the customer journey. Be able to guide colleagues inside and outside the sales discipline. Affinity with cars in general and the automotive industry in particular.

– Experience in Omnichannel Customer Experience Mapping with creation of an effective CRM environment that engages the customer along their journey and tools/systems to measure the effectiveness of touchpoints.

– Experience in business transformation of Data Analytics, Management Information Systems (MIS) and Business Intelligence (BI) including user knowledge of appropriate tools for use including but not limited to SAP, Power BI, Tableau, Qualtrics

– Experience in using methodologies for developing innovation including but not limited to Six Sigma, Agile & Design Thinking

– Must have English fluency

– Ideally has GCC experience.

– Ideally has experience working with premium automotive brands.