Regional Sales Manger

2 months ago

Pretoria, South Africa Ford Motor Company Full time

The Regional Sales Manager is responsible for the ‘Company to Dealer’ business relationship for a defined geographical territory. He or she serves as the main point of contact between the Company and the Dealers in that region, it is required of them to handle the relationship with a spirit of true collaboration and performance management

**KNOWLEDGE, SKILLS and ABILITIES (KSA)**
- Strong business acumen & Presentation Skills; written and verbal; able to walk people of various levels of an organization through project details and business cases, utilizing efficient and effective methods, as determined most appropriate for the audience and contents.
- Relationship building - able to read and connect with key business partners (incl Dealers) and establish collaborative partnerships.
- Able to work under tight deadlines, pressurized environments.
- Excellent analytical skills and the ability to do detailed root-cause analysis
- Proven effective planning and time management skills
- Problem-solving skills
- Conflict Management skills
- Project & business Plan development and implementation experience
- Must be able to work independently and take own initiative to ensure the expected results are achieved.
- Have a can do, find a way attitude and a very strong emotional resilience

**QUALIFICATIONS and EXPERIENCE**
- Bachelor’s degree or equivalent in Business Management/Marketing/related field
- Min 5 years Retail Automotive industry experience or OE field experience (ideally as a Zone Manager) with a combination of other OE M&S experience is a must
- Detailed Process knowledge of Dealer Sale operations, Systems and Procedures
- Must have worked in at least four of the following six areas, of which Ford Sales Planning and Automotive wholesale Marketing are both a mandatory prerequisite: - (Sales Planning - Order Control/ OTD analyst; Marketing; Ford Credit; Business Management; Aftersales (Service/Parts); Fleet; automotive retail sales)
- Up to date on the latest trends and technologies impacting Consumer Experience at transactional level
- Frequent travel across the dealer network will be required, therefore a valid driver’s license is a must

**_Manage Zone Managers _**

**_Understanding of the Dealership Sales Management _**
- Carry over orders (review and determine which sales can be brought forward)
- Stock analysis
- Sales vs. objective reviews
- Coach Zone Managers
- Forecast Mid-month Estimate (probe, understand and determine what actions can be implemented to rectify if below target)
- Achieve Retail and Wholesale sales objectives

**_Dealership Retail Performance Management _**
- Examine the goals (month, quarter, before and after analysis).
- A cross-sell evaluation
- Prepare, present, and review the Dealer Action Plan. Oversee and direct the Performance Review process in collaboration with Dealer Planning and the Regional Manager.
- Use of connectivity
- Manage e-commerce
- Oversee and guarantee dealer satisfaction by managing all systems and CX processes with the CX manager, managing Dealer Standards and FGE processes with the CX manager.

**_Sales Planning Meeting _**
- Examine program aims and sales objectives. PBR: Examine the financial gains from reaching dealer targets
- "Sell" the programs for month "A," such as FDAF, marketing advertising, new SVPs, carryover incentives, new incentives, etc.; make price adjustments; display Ford-developed merchandise props and direct mail; and display advertising layouts, among other things
- "Plan" actions with Zone Managers to meet program goals, such as creating and comprehending Dealership Merchandising activity for the current month or quarter. "Execute" Dealer and Company Plans efficiently

**_Order To Delivery Process _**
- Assess the dealer's detailed stocking opportunities file (SOF) and hold a sales availability meeting (SAM).
- Maintain compliance and adherence to all sales processes; comprehend global dealer planning business tours; make sure dealerships follow the ordering process schedules;
**_Customer Satisfaction Initiatives _**
- CVP (review performance, counsel and assist in process improvements - all aspects)

**_Business Management _**
- Facility (advise, counsel in conjunction with Dealer Development Manager who takes the lead to follow up on Dealer plans)
- Dealership sales staff levels (review/advise and counsel)
- Guard the Ford Brand image in accordance with Company policy requirements input as per Market Rep plan

**_Training _**
- Product Knowledge
- 8-Step sales process
- Sales Consultant coaching and development
- District Sales Managers are responsible for soliciting enrolments in training courses managing their District to achieve 100% Dealership staff participation and qualification

**_Meeting Attendance and Participation _**
- Monthly / Quarterly Reviews and Regional Dealer Meetings
- Dealer of the Year and Sales Merit Club
- Special Events (other)

**_Miscellaneous _**
- Provide competitive information feedback in a

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