Senior Sales Manager
Bentley
Total years of experience :29 years, 1 Months
Responsible to formulate and implement the overall Sales Department’s annual strategy and business plan to ensure alignment with the Company’s and Group’s goals and objectives. Leads and manages sales activities by coaching and motivating staff, driving sales performance,
sales planning, starting and executing marketing initiatives/campaigns and optimizing utilization of market potential to maximize business revenue and achieve profits while ensuring high level of customer satisfaction at every step. Also responsible for communication with the principal and also assumes Profit and Loss responsibility for the department
Driving and delivering the commercial performance of the business.
Scheduling workloads to meet priorities and targets.
Setting recruitment, appraisal and line management processes.
Implementing business procedures.
Organizing staff schedules
Developing and implementing creative selling techniques.
Ensuring that company goals are met in a timely fashion by the efficient and effective management of personnel and resources.
Working with other department heads.
Involved in the recruitment and mentoring of new staff.
Delegating responsibilities.
Undertaking staff performance reviews.
Establishing the businesses objectives.
Driving the sales and marketing strategy
Weekly meeting with the Service, Parts and CRM Managers to make sure that the yearly plan is being adhered to.
Revise and dynamically change the strategies for Service, Parts, CRM and Marketing to align with the Principles vision
Hands on meetings with the CRM department to make sure that the database is always up to date and put together policies and procedures on how to capture the most correct and relevant information of our customers
Aiding the CRM and Marketing department in putting a road map for new and upcoming model and which demographic to target
Sales and leasing execution
Accountable for achieving residential sales and leasing targets received from Head of Res/Com Sales and Leasing for assigned properties
Support the development and execution of sales and leasing activities
Prepare necessary documents, brochures and presentations to help familiarize and promote clients with the available units for assigned properties
Monitor and manage RTMs
Monitor and manage performance of sales and leasing team
Source and follow up on potential leads for unit sales/leases for assigned properties
Negotiate sales prices with clients within the range provided by Head of Res/Com Sales and Leasing for assigned properties
KPI tracking and reporting
Post Sales Activities and Internal Processes
Ensure all contracts are up to date - manage contract changes in case of mortgage, re-sales and other changes for assigned properties
Actively maintain existing and potential client database
Constantly update database of annual inventory of units available for sale for assigned properties
Work with IT to ensure CRM system meets Sales’ needs
Provide input to marketing on timing, purpose and audience of advertising efforts
Provide input to Development Management on prices and types of units and locations in high demand
Gather point of views and experiences of salesmen on demand and price drivers
Business Development
To review business plans for the project, adjusting planning when necessary; identify, track, manage, and resolve new project related issues. Ensure that project aligned to market and.
Support the prioritization of the project/company Strategy and Functional Plan development through analysis, understanding of external business environment trends. To ensure that project well aligned and fit to the market and Aldar corporate strategy during implementation and completion phases.
Identifying, tracking, managing & resolving project related issues, and proactively communicating project information to Sales Director, managing and mitigating project risk. Accountable for client proposals, requests for information and any further documentation in a timely manner.
Proactively managing project scope to ensure that only what was agreed is delivered and ensuring that the solution is of acceptable quality and completed on time and within budget. Present and interpret the project performance results. Track and review the key performance indicators, initiating new proposals for improvement.
Assist the Sales Director in analyzing new business opportunities and developments; evaluating the market opportunities and threats. To ensure that master plan is in line with automotive business requirements (standards) and allocated areas and support services are correctly allocated. To ensure that the sales team performance is evaluated on regular basis and when required personal objectives are reviewed and aligned with project and corporate goals and objectives.
Al Jaber Automotive Group, Abu Dhabi, United Arab Emirates
General Manager (Dec 2007 - Dec 2008)
∞ As an In-charge of 3 companies, dealt and reported directly with Moh'd Al Jaber the owner;
• Prestige Cars Showroom (Styling and engine tuning of high end luxury vehicles)
* Official distributors for the following tuning companies;
~ Techart - Porsche Tuning
~ Arden - Range Rover Tuning
~ Novitec Rosso - Ferrari Tuning
~ Mansory - Tuning of Bentley, Aston Martin, Ferrari, Rolls Royce
~ Luma - BMW Tuning
~ Carlsson - Mercedes Benz Tuning
~ Binz - Limousine conversion for Mercedes Benz
• Prestige Cars International (export of high end and other makes of vehicles)
• Formula 1 Showroom (Styling only of high end luxury vehicles)
* Official distributors for the following styling companies;
~ ART - Mercedes Benz styling
~ Hamann - Styling of BMW, Range Rover, Aston Martin, Porsche, Ferrari etc
∞ Planned yearly and monthly marketing strategy for all 3 companies and making sure they have vehicles for the year depending on the forecast of sales.
∞ Traveled and ensured to source high end luxury vehicles for the 3 business from the GCC and other countries.
∞ Handled the logistics of vehicle being air freighted to the tuners in Germany and set a deadline on when modifications should be completed and vehicles returned to the showrooms.
∞ Ensured that all 3 companies are running on budget and making a healthy profit at the end of the year.
Emirates Motor Company, Abu Dhabi, United Arab Emirates
General Sales & Marketing Manager (Apr 2000 - Oct 2007)
∞ Negotiating: ~ Yearly target and model mix with the manufacturer (DaimlerChrysler)
~ Pricing for vehicles with the manufacturer (DaimlerChrysler)
~ Monthly targets with the sales people.
∞ Planning yearly and monthly marketing strategy with the Marketing Department.
∞ Organizing and implementing a yearly training strategy for the sales people.
∞ Interacting with the Service Department and the Pre Delivery Department vehicles that have to be ready for delivery to customers.
∞ Preparing and submitting an induction plan for new comers, delegating everyday housekeeping of showroom to individual salespeople.
∞ Ensuring that the right model mix in on show in the showroom.
∞ Introducing a fair and beneficial incentive program for the salespeople.
∞ Creating and analyzing reports for number of telephones to sales, number of test drives to sales, etc.
∞ Develop a 360 degree marketing and communication plans; including strategies and allocating budgets
∞ Analyze and share important strategic market information for business units in analyzing new business opportunities and developments, as well as evaluating the market opportunities and threats
∞ Conduct in-depth market research to fully understand our competitors - both sales (special offers and medium spends) and After-Sales (services offered and special offers)
∞ Organize and coordinate launches, exhibitions, events, sponsorships and campaigns. This includes all aspects of the job from planning to execution
∞ Coordinate with showroom managers to ensure showroom condition is according to brand image and corporate identity guidelines and all point of sale material is updated accordingly
Chatswood Toyota - Chatswood, Australia
Assistant Sales Manager (Jun 1996 - Mar 2000)
∞ Managing sales of new passenger vehicles, and maintaining client relationship.
∞ Meeting monthly targets set by managers, organizing weekly marketing campaigns with the Sales Manager for national and local newspapers.
∞ Handling activities related to costing and closing deals for fellow employees,
∞ Working out monthly incentive programs,
∞ Maintaining stock levels and vehicles required for the month, organizing rosters and days off:
Lander Toyota - Blacktown, Australia
Sales Consultant (Feb 1995 - May 1996)
∞ Managing the sales of new passenger vehicles.
∞ Maintaining client relationship from initial point of contact
∞ B.Com (International Management) University of Western Sydney, Australia (1999)