Field Force Sales Manager (Regional Sales Manager)
Nissan Motor Corporation, Saudi Arabia
Job Description
ob Title: Field Force Sales Manager (Regional Sales Manager)
Function: Retail Channel
Location: Riyadh
Direct Manager: GM Sales & Sales Planning
Mission & Main Objectives
Manage relationships with Dealer Outlets to deliver sales targets in the assigned territory, achieving both commercial objectives as well as service quality
Develop Business Plans to meet Objectives in line with the Brand Strategy, Production Plan - wholesale forecast, Market Sales, Segment Share, & Market Rep.
Sales Performance
Identify Target and Actual performance gaps on an outlet level based on sales reports, segment & grade mix, Channel mix, lost sales analysis, KPI benchmarking (internal/external)
Consistently manage vehicle ordering and allocation process at an outlet level & analyze outlets car mix demands
Review Sales Funnel data (Enquiries, Test Drive ratio, Closing ratio) to identify weak points and support the development of countermeasures incl. sharing best practices
Forecast month end retail landing on a weekly/monthly basis to improve NSC's forecast accuracy
Car-flow management
Review Car-flow to ensure sufficient stock levels are maintained to attain retail targets.
Review aged inventory concerns and support development of tactics to retail expeditiously.
Marketing
Periodically review and support with Marketing department;
Outlet marketing plans including advertising spend as well as assess the effectiveness of their efforts.
Reputation management, digital markets and improving prospecting & lead management tactics.
CQ
Ensure Customer Satisfaction through process compliance, implemented tools at an outlet & employee level to identify deficiencies and support to develop and implement countermeasures
Address and support to properly/promptly close customer complaints on concerned Dealers by identifying real issue/root cause in collaboration with NSC related functions
Ensure full training compliance of all relevant dealership staff, and support gap assessment / enrollment / certification
Dealer Network
Understand relevant Dealers performance management, and follow up gap assessment / action plan implementation
Support on site launch and wind down process
Spot check during field visit of outlet facilities to ensure Retail Visual Identity aligned with the latest Global Standards, Housekeeping (5S), Car display etc., and follow up on external/internal audit results, gap closure and escalation if required.
Understand dealer agreements, key financial indicators, required performance and policy compliance for outlets
Job Specification
Background & Experience (years)
Min 5 years business experience in automotive relevant industry
Specific technical skills
Communication skills (Arabic & English)
Negotiation skills
Time Management
Problem Solving
Sales Planning & Forecasting
Knowledge of market conditions & competitor environment
Basic PC skills (Excel, Word, PowerPoint etc.)
Saudi Arabia