Group Finance & Insurance Sales Manager
Lotus
Total years of experience :17 years, 0 Months
Looking after Lotus UAE, Bahrain ( Lotus/ Aston Martin) and McLaren Hong Kong. Setting up the F&I and then copy and pasting it worldwide.
Bringing on board a panel of Banks, Insurance and add on companies in-order to add value to the bottom line.
Integrating the sales process with F&I process to make everything seamless.
Developing key growth sales strategies, tactics and action plans. Successful execution of these strategies to achieve financial targets.
Dealing with Banks to obtain Wholesale and commercial finance for stocking loans. Thus growing the business by increasing cash flow and getting the best rates from the banks, insurance companies.
Business Developer and building relationships/ Account Development with strategic business partners
Key Roles & Responsibilities:
• Setting activity and revenue targets
• Attending key meetings
• Identifying key areas for improvement in the sales process
• Spotting market opportunities for new clients
• Attending monthly meetings with senior members of the business
• Attending industry events and conferences to generate new business leads
• Acting as a spokesperson for the company at sales events and conferences
• Networking with other senior members of the business in order to generate new business for the company
• Monthly reporting on sales performance against budget and reporting on variances
Competencies, Skills & Attributes:
• Ability to present and influence at all levels
• Ability to make decisions and use initiative
• Excellent listening, negotiation and presentation skills
• Good written and verbal communication skills
• Good interpersonal skills
• Good at building and maintaining relationships
• Ability to perform under pressure and to tight deadlines
• Ability to maintain strict confidentiality
• Good attention to detail
• Excellent planning and organisational skills
• Ability to prioritise effectively
Adding another source of income for the company. Setting up long term mutually beneficial relationships with Finance companies, insurance companies and other automotive partners to add a portfolio of Add on products that can be presented to the end user and obtain additional income for the company.
Introducing other products that will generate additional income. For example Lease, PCP and rental.
Place a rigid sales process and procedures for all to follow and have zero leakage.
Link up these partners to encourage cross selling and sharing of data, joint marketing ventures. Product placement events.
To increase the number of units sold and to increase the profit per unit. Adding an additional 10% on the P&L for sales and After Sales.
Responsibility for designing the commercial strategy, along with the successful communication and delivery of the strategy.
• Responsibility for the growth and development of our product portfolio and to establish its reputation as the leading customer focused supplier within the UAE market.
• Responsible and accountable for developing and executing business strategies to deliver growth in accordance with the strategic plans.
• Presenting sales results to the CEO on a weekly, monthly and quarterly basis, implementing sales strategies across the company and monitoring effectiveness.
• Develop and ensure commercial procedures are maintained by sharing best practice and continual improvement to protect company's commercial position, including measurement tools to forecast success alongside the Finance Director.
• Formulation and implementation of interventions to deliver sustained performance in terms of securing tenders and new business opportunities.
• To guide and direct commercial activity to maximize the potential of company products and services, to support delivery against KPI’s and targets.
• Active management of the Sales/Account Management team to ensure all KPI’s are met and opportunities seized upon.
• Responsibility for new business development, negotiations and commercial contracts in line with proposed budgeted growth.
• Monitor and evaluate emerging business opportunities with a view to positioning our sales resource and technical capability accordingly.
• Review reports on the status of contracts indicating current status with regards to financial situation and provide guidance and recommendations for improvements, working closely with the Finance Director to assess against budget.
Offering different marketing options in terms of price, product, promotion, and place so that your offering meets a specific customer need or demand.
Managing the day to day operation within the UAE of the AutoMall brand, delivering in excess of 4500 units per Year, F&I IPRU (Income per retail unit) average of 2900 AED from a start of 1800 IPRU in 2014. Having 8 sites and 8 Business Managers, with 34 sales people, 4 branch sales Managers and 40 support staff as direct and indirect reports.
Hitting monthly KPI’s, with regular Meetings, training and coaching sessions. A hands on approach to management.
Recruitment and installation of F&I/ Sales staff across the UAE.
Drive and achievement of agreed KPI targets (focus on IPRU and ultimately income growth)
Control and Management of training of F&I Managers and Brand Sales Executives.
Process Management - Financial Services and Insurance industry.
Implementation of the F&I strategy.
Having close working relationship with Senior Management.
To build strong working relationships with all staff and to drive the performance by working with and by putting our people first.
Managing the relationship with Fast Fit (After -service) for F&I
Seat & Citroen & Jaguar with Used car Department)
Responsible for the profitability in all departments of the dealership and for customer retention. Covering Sales ( Both retail & Commerical), F&I and Aftersales. To achieve this, I had to effectively manage all personnel, have a strong knowledge of the market, and an in-depth understanding of all departments’ financial data as well as strong customer relations skills. Delivering over 2000 units per annum. Looking after a sales Manager, 2 business managers, internet department, admin and 12 sales, with a service department and parts staff.
•Creating the annual dealership sales forecasts by estimating total vehicle sales, gross and operating profits as well as expenses for the new-and-used sales departments.
•Putting in place budgets for all department with department managers. Making sure we had the right people for the right job. Regular evaluations and talent pool for growth.
•Meeting with all managers to plan and implement objectives for achieving sales and gross profits for Sales, After-sales and Finance and insurance departments.
•Hiring and monitoring the performance of the department managers, holding weekly sales meetings and conducting sales training. Auditing all appraisals of trade-in vehicles.
•Overseeing standards for displaying and merchandising both new and used vehicles as well as reviewing and initialling all promotions before they are finalized.
•Coordinating the appropriate supply of new and used vehicles and ordering/acquiring vehicle inventory accordingly.
•Meeting monthly with the Operations Director to review forecasts and profits for each department. Thus maximizing return on investment. Having a head for figures.
•Working directly with the Director on making recommendations on both short and long-range advertising plans, sales promotions, staffing needs, lease promotions and compensation plans.
•Attending to customer complaints, ensuring that a high level of customer satisfaction is obtained.
•Improvement of staff engagement by continuous development of staff through regular communication and coaching via manufacture and internal programs thus improving customer satisfaction.
•Issuing all demonstration vehicles and ensuring that appropriate dealership records are maintained.
•Has an overview of the service department coordinates activities of auto personnel, conducts research and testing procedures on effective auto equipment maintenance, and ensures the customer’s vehicle complies with environmental laws and government regulations. Also assists the service manager evaluate cost of maintenance; review and submit proposals of modifications to manufacturer or vendor, as well as obtain all types of automotive equipment such as supplies, materials, and parts needed to maintain and repair automobile. They also keep the equipment, garage and storage facilities clean and maintained, prevent operational delays in repairing equipment; interview, hire and train employees; assign, plan and direct work schedule of staff; and assure that the service personnel works in accordance to organization’s policies and other applicable laws. Assist the Service Manager address complaints and resolve problems raised by customers; as well as assure clients of maximum efficiency and productivity in repair and maintenance services offered.
•Increase efficiency and reduce costs. Promoting operational excellence.
Having the overall responsibility for the F&I department for the whole group, 7 sites. Brought in to improve the profitability of the bottom line. Put in place strict process and procedures for both sales and the Business Managers. To insure all staff were FSA regulated. Leading from the front, thus actively selling. Reducing costs and improving the bottom line.
,