Regional Used Car Manager
Mercedes-Benz Cars Middle East Jebel Ali FZE
مجموع سنوات الخبرة :26 years, 3 أشهر
I held the role of Regional Pre-Owned Manager for Mercedes-Benz Cars Middle East overseeing all 9 markets operating a certified pre-owned
business. Along with introducing a 2025 pre-owned strategy my main responsibilities included dealer steering, marketing, HQ reporting and
Technical Trade-In management from an OEM perspective furthermore internal company/ press and pool car management fell under my cross
functional role. During my tenure I successfully built and maintained strong relationships with our General Distributors (Franchise Import Partners)
optimizing the Manufacturer/ Retailer relationship during a period of uncertainty and economic decline in the region over past years despite the
pressures to maintain manufacturer market share.
Achievements:
Sales and Stock Management
• regional volume reduction by over 50%
• regional stuck turn increased from less than 2 times to 6
• overage stock reduction from 90% to 47%
• 2016 and 2017 Year on Year market growth during regional market contraction
Regionally
• Introduced Mercedes-Benz Certified as the new regional Pre-Owned Program
• Introduction of AMG Certified to 5 key markets
• Introduced Pre-Owned businesses into DRS variable margin system
• Market Specific Target program linked to Variable Margin structure
• Introduced GD Pre-Owned Business Plan concept
• Opened Lebanese market to Certified Pre-Owned after several years of resistance
• Upcoming launch of a future proof stock locator/ website to replace the current system
Recruited to develop and grow a Certified POV department within the UAE markets for Chrysler, Jeep, and Dodge product lines following a Shop-In-
Shop concept.
During this time, I was responsible for implementing and developing Corporate Identity/ Dealer Retail Standards. Initially the business was selling
only ex-demo units until my arrival in 2013 and average of 45-50 CPOV units monthly became the benchmark leading to an internal budget of 750
units before my departure.
The introduction of an effective PX program was a strong enabler for the new car objectives and I achieved this by implementing wholesale buyers
located in each of our new car dealerships. By increasing the after sales courtesy and internal vehicles this facilitated a growing CPOV stock offering
through effective fleet management of our own demo vehicles and used car purchasing, this process also increased conquest business by a more
aggressive procurement team. A close working relationship with the corporate team added value to their success with strong residual values enabled
an increase of sales through rental, and leasing channels to ensure our commercial position was as aggressive as possible in the market without
jeopardizing residual values and the used car business.
Achievements:
• Measurable growth in retail volume
• Introduction of CI standards
• Retail stock mix improvement- Part exchange/ Lease and Rental returns leading to less reliance on internals
• Led 2 pre-owned sales executives to achieve management positions within the new car business
Autodata s the only UAE based provider of automotive valuation data and used car remarketing systems. My role is to oversee the Valuation team
activity and responsible for maintaining on-going relationships with franchised dealer groups and manufacturers to ensure data collection of both new
cars entering the GCC markets and for collection and consolidation of used car sales values. This data was then processed and compiled into both an
online and printed valuation guide marketed into various areas of the automotive industry for the UAE and KSA markets. During this time, I was also
a co-presenter of “Car Talk” radio show, Furthermore, I regularly contributed editorial car reviews and the “expert answers” section for the
Autocheck.ae magazine, which specialized in used car information for general public- the only such magazine in the UAE.
Prior to this my role with Autodata was responsible for building and maintaining on-going relationships with franchised dealer groups and acquiring
new business within Dubai; this had grown to cover all UAE and KSA, laterally included lease and rental companies. Part of this role was to present
and negotiate at MD and CEO level on a regular basis, often with a multi-cultural audience. A consultative selling approach was paramount to this
position and by continual qualification of business needs, I was able to present features and benefits and show the potential financial gains. I also
implemented the introduction of “Car Talk” which is a live audience interactive radio show on Dubai Eye 103.8FM.
Specialties
Presentation Skills, Strong Negotiation Skills, Strong understanding of Used Cars in UAE, Culturally Sensitive, Self-Motivated, Organizational
Skills, Project Planning, Team Leadership, Car Reviews, Radio Presentation.
Achievements
• Redesigned key products for implementation into the automotive industry
• Successfully agreed contracts with several manufacturers and dealer groups
• Developed strong presentation and negotiation skills at board level
• Successfully rolled out various projects into the consumer and trade market
• Co-Presenter of “Car Talk” on Dubai Eye radio station
I was one of a team of four Business Managers located in the largest Toyota dealership in the UAE and one of the largest dealerships worldwide.
During this time, I was responsible for a team of 6 retail sales executives and also oversaw the fleet department until a fleet supervisor was appointed.
I assisted in closing and maximizing the profit opportunities for the dealership. I coached and mentored my team with effective sales closing
techniques, incremental add-on sales, and overcoming customer objections, effective handling of customer complaints, diary management,
prospecting, understanding, and setting realistic KPI’s to ensure targets were achievable and exceeded. I was also responsible for sales of all finance
and insurance products, reviewing documentation prior to finance application to guarantee the quickest acceptance from banks. I was a highly active
team member for the new Toyota Choices finance program; part of this was training other Business Managers in all aspects of Toyota Choices.
Specialties
Strong Negotiation Skills, Knowledge of Banking Operations in UAE, Multi-Cultural Customer Experience, Team Leader, Knowledge of F&I
products and services. Clear working knowledge and understanding the sales process within the GCC.
Achievements
• Part of the Toyota Choices (PCP) Launch Team
• Effective Interpersonal Presentation Skills
• Setting and achieving KPI’s for IPRU
• Regularly highest overachieving branch
I held the position initially of Senior Sales Executive and then Assistant Sales Manager at Chrysler, Jeep and Dodge- Dubai Festival City. The Branch
is the company flagship and one of the largest dealership in the Middle East, delivering around 45-50 cars monthly increasing as the market
conditions improved. As well as overseeing and coaching the junior members of the sales team, I worked very closely with the Branch Sales Manager
to maintain ongoing enquiries were being handled in a professional manor and that all profit opportunities were maximized. I handled the daily
operations of the branch whilst the recruitment process for a replacement manager took place, leading the team through a difficult trading period. Due
to recruitment policy, this resulted in me being unable to be placed as branch manager on a permanent basis.
Specialties
Retail Negotiator, Team Leadership, Finance and Insurance product driven activities, Product Demonstration and Presentation, Stock Management,
Self-Motivated. Ability to lead, motivate and influence staff through communication and personal interaction skills.
Achievements
• 1st
runner up for sales volume during 2009
• Experienced user of Electronic Diaries from UK and UAE
• Achieved consistent strong performances on CJD customer satisfaction program
• Continued growth in Finance and Insurance penetration
• History of maximizing profit opportunities
• Successfully established new fleet business
Scotland’s largest Land Rover dealership; I held the position of senior sales executive, assisting the management of a diverse sales team in both new
and used areas of the business. Acting as assistant to the manager I often advised on pricing, stock adjustments and profit opportunities. I was also
involved in organizing monthly product knowledge workshops, training and coaching with junior members of the team. I achieved my own sales
target along with team targets regularly exceeding budget in a highly competitive market.
• Consistently exceeding used car target for the year
• Finished top sales executive both years
• Finished 3rd
highest in overall new car sales for the dealer group of 5 volume franchises and 1 luxury brand, which I was the only Land Rover
executive in the top 15.
• FSA accredited by the Scottish Motor Trade Authority
• Completed various manufacturer courses
• Participated in many product launches in Europe
Parks Land Rover the UK’s first Premier Automotive Group retail concept invited me to join an unsettled sales team to help bring stability. I assisted
in implementing a new sales incentive program and pass on my wealth of experience gained from my previous employer. I again held a senior role in
the team helping the sales manager with stocking issues/presentation, used car values, underwriting stock, deal stacking. Assisted in organizing and
involved in many off-site events to promote the Parks company image.
• Increased sales volume
• Introduced a more profitable incentive program
• Increased accessory sales
• Increased Finance and Insurance income
• Financial Services Authority accreditation
I was the youngest sales person in the UK for the Land Rover brand, and quickly gained a wide range of experience in the Prestige market. Inverclyde
Land Rover transferred me from the Rover cars brand after quickly realizing my sales potential.
After 3 years of working with Inverclyde the company was merged with Shields. I quickly learned to value stock, control stock orders from
manufacturer, finance and insurance procedures, reporting to General Sales Manager. Other duties were responsibilities for presentation, merchandise
and accessory displays, used car website and advertising running the Greenock branch. The multi-franchise site ceased operations and I transferred to
our Glasgow branch where I held a senior sales executive position.
• Responsible for Motability business
• Responsible for accessory sales volume increase
• Financial Services Authority accreditation
• Strong sales leadership skills
• Stock control
• Presentation of new/used stock
• Various Sales technique courses
• Product knowledge courses
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