Head of Sales

Based in Sandton and reporting into the PC Brand, the successful incumbent will be responsible for the effective planning, management, and control of all sales channels to ensure achievement of wholesale and retail targets (Dealer, Rental, Corporate, Government, Single). Delivery of Sales CEM objectives. Maintain Dealer operating and quality standards to foster a leading brand and healthy Dealer network image for the company.

Job Description and Responsibilities

Manage Dealer wholesale and retail targets with effective sales management practices to ensure that approved targets are achieved.

Approve quarterly sales incentive program designed by the Dealer Operations Manager which maximizes profitability and achieve sales volume and model mix targets.

Approve and coordinate finance and insurance offer together with FS to maximize retail sale.

Manage the company strategy with ongoing development and implementation of that strategy supporting a premium positioning for the product which also supports Dealer profitability as well as objectives for the company.

Development of a Remarketing program to facilitate additional new car sales to fleets/ rental/ retail customers as well as provide additional used car stock to the company’s Dealer Network.

Manage the Corporate Sales Department with a view of maximizing retail and wholesale objectives through growth of the Corporate Sales business.

Responsibility to grow the company Fleet sales penetration and share in corporate business through key strategic and operational initiatives. Implement standardized and professional Fleet sales processes at Dealer level by developing a Dealer Fleet sale strategy

Maintain relationship between the company and leasing customers utilizing the annual SAVRALA ratings (South African Vehicle rental and Leasing Association of South Africa) to make necessary adjustments and benchmarking.

Overall responsibility for the sale and profitability of rental direct sales to Rental. Lead the business relationship with direct sales companies and negotiate mutually beneficial deals and incentives with the key decision makers.

Lead the business relationships with Rental to achieve the planned market share objectives in that channel.

Promote and market the company product range to increase presentation in all potential vehicle Rental categories.

Education and Experience

A formal 3-year National Diploma or Bachelor’s degree in Commerce/ Business Management/ Marketing from a recognized tertiary institution

Minimum of 10 years motor industry experience

Minimum of 5 years at management level.

Minimum of 3 years Regional Sales experience is advantageous.

Retail/ Dealer network experience is advantageous.

Motor industry experience in:

Corporate, Government, Rental sales management

Dealer Network management

Dealer Operations management

Have strategic and conceptual thinking capabilities, with the ability to plan and organize resources effectively

Confident negotiating, influencing and selling skills

Well-developed networking and customer relationship managing skills