Senior Sales Manager
Al Futtaim Motors
Total des années d'expérience :14 years, 4 Mois
Senior Sales Manager
Based in Dubai and my role as Senior Sales Manager covers the following responsibilities:
• Identify staffing needs, participate in interviewing panels and take hiring decisions.
• Driving and achieving agreed KPI’s targets (focus on Volume, Margin, F&I and ultimately income growth)
• Set up and agree performance Objectives/Goals which should be SMART (Specific, Measurable, Achievable, Related and Timely)
• Prepare performance improvement planning (PIP) and conduct performance appraisal (PA) and PIP/PA interviews including employee development plans and counsel employees on career progression opportunities and approve training requests.
• Providing all technical and logistical support to team members and encouraging them to meet their set targets and keeping them motivated
• Creating the dealership sales forecasts by estimating total vehicle sales, gross and operating profits as well as expenses for new and used sales
• Attend to and resolve escalated customer complaints and represent the business unit at senior level within the customer base to ensure its image is maintained and enhanced, develop customer base and generate business.
• Organizing sales conferences to introduce new products to the sales team
• Reviewing all AR and making sure all due payments are received on time
• Reviewing sales team performance on monthly basis as well as managing poor performances
• Reviewing F & I performance with the concerned F & I managers.
• Acting branch manager whenever branch manager is not available with full DOA
• Reviewing weekly/monthly sales forecast and identifying the errors if any as well as the plans required improving any weaknesses.
• Performance review with all sales associates including rewarding and managing poor performance
• Prepare annual sales plans and budgets to meet the business unit/department strategic planning requirements
• Monitor and report on sales activities and performance and take corrective measures as necessary.
• Identify and assign performance targets in terms of sales revenue, customer satisfaction index (CSI), product category and geographical area, etc. based on such factors as stock movement, sales history and forecasts, sales budgets, product mix, etc.
• Contribute to the development and implementation of incentive schemes in order to boost sales, increase profits and push slow moving items, etc.
• Contribute to the development and implementation of marketing plans, such as product launch events, promotions, advertising campaigns, etc. to help develop sales and market share.
• Recommend the ordering schedule for different models and their variants after consultation with key sales staff, and considering such factors as sales forecasts, stock levels, product movement history, etc.
• Organize showroom layout, facilities such as parking space, and product display in order to attract customers and smooth the showroom traffic as well as meeting the brand standards.
• Document and maintain records of activities and process workflows on company's document tracking system.
Certified International Area Sales Manager based in Dubai, reporting to the CEO of BMW Group Financial Services Middle East with the following responsibilities:
Working for the biggest automotive brands / dealer names in the UAE had strengthened my knowledge and encouraged me to challenge my comfort zone and accept stronger challenge believing this would allow me to gather a 360-degree intensive experience of automotive leadership, hence, decided to move forward and join one of the biggest brand names in the premium sector BMW with the following tasks,
• Support regional car sales by facilitating a wide variety of Finance, Leasing, Insurance & Warranty products that provide BMW customers with peace of mind, enhance brand loyalty & increase Importer’s retention.
• Responsible for Finance & Insurance strategic plans & development of new products for the Middle East region covering nine (9) different markets.
• Regular alignment with the Senior Management of individual Importers in the region including objectives, budgets, Marketing plans & performance review.
• Alignment on importer’s incentive scheme per market.
• Development of Finance, Leasing, Insurance, Extended Warranty and other motor related insurance products including product design, scope of coverage, SLA, provider management, pricing, alignment with local regulations per individual market as well as negotiation with Global Reinsurers, brokers & local insurers.
• Monitoring the performance per individual product including penetration, loss ratio, sales process and take the necessary actions in coordination with the Management of each individual importer.
• Monitoring and managing performance level for the F&I teams for individual Importers.
• Setting up the F&I pay structure per market including KPI’s, sales incentives, performance improvement plans as well as Importer’s volume bonus per market.
• Attending the annual Global Insurance Conferences held by BMW Group and implementing BMW Group strategy in the region.
• Running regular tenders for new product that has planned to be implemented by BMW Group in the Middle East region.
• Provider assessment based on capabilities, legal structure, product coverage and added value / benefits to BMW Group customers and importers.
• Maximising growth opportunities by analysing market requirements based on the current economic condition per individual market and define the strategic goals based on market condition by identifying required products that support sales.
• Manage regional campaigns for both Finance & Insurance products and ensuring that subsidised campaigns are properly channelled to customers with the maximum benefits.
• Development & execution of contractual agreements between BMW Group and external providers.
• Achieving annual budget agreed with BMW Group HQ.
• Maximization of income via the second facing of Retail customers.
• Review all Finance applications to achieve the maximum approval rates through accuracy, strength and eligibility in line with panel bank policies.
• Drive and achieve agreed KPI targets for all finance and insurance product such as Customer financing through an Al Futtaim Panel banks, selling of GAP Insurance, Motor Insurance and Protect Plus.
• Manage Sales Referral process ensuring all customers are referred/ introduced to an F&I manager
• Maintain good working relationships with AFF Hub teams in the transfer and management of Finance & Insurance proposals and decisions
• Advise customers on the Features, Benefits of both Islamic and Conventional finance and Insurance products.
• Manage reports on daily, weekly and monthly basis.
• Work with branch management to achieve sales and performance KPI’s of the branch and brand.
• Reporting & assisting directly to the BSM, on all daily Retail sales activity.
• Assisting the BSM with weekly and monthly forecasting.
• Managing working shift and reporting any absentees
• Assisting the BSM to manage, guide & coach the Fleet - SME team to the AFM sales process.
• Monitoring sales enquires with the Branch Sales Manager on a daily bases
• Conduct sales meeting in the absence of the BSM.
• Monitoring sold units from order to invoice & delivery, including stock aging,
• Assisting the BSM to comply to AFM process for tagging & de-tagging of stock
• Maintaining professional working relationships with all AFM departments
• Assist in handling all customer complaints to a satisfactory conclusion.
• Promote sales and provide excellent customers service.
• Confer with showroom manager to develop methods and procedures to increase sales, expand markets, and promote business,
• Implement special operational and promotional plans for the peak seasons.
• Prepare daily, weekly & monthly sales report
• Make sure that sales process & company rules are followed without fail
• Manage a number of 15 sales executives of Chevrolet, Cadillac & Isuzu
• Set individual targets against showroom target
• Train the new staff on the sales process & make sure that all the required roles & procedure set by management are met
• Review daily & monthly sales report with the sales team & make sure that the monthly target is met by all of the team members
• plan & manage the booking list overall Abu Dhabi, Al Ain & Fujairah branches in order not to have a long waiting period in particular models or colors which might cause a problem or customer complaints later
• coordinate with Al Otaiba PDI center & logistics to make sure that delivery time frame is not exceeded
• provide the maximum support to the sales team to solve any problem they might have during the sale to allow them to concentrate in sales & not to waist their time on any other issues
• working on the monthly & quarterly budgets & make sure that this budgets are not exceeded
Bachelor of Commerce from Cairo University in 2002