Overall Purpose of the Role:

Reporting to the Managing Director the Head of Sales & Marketing JLR manages both the sales and marketing functions to ensure the financial targets are met along with customers’ needs. The role oversees all activities of the Sales and Marketing Departments including monitoring the showroom, the department finances, customer service, brand, inventory, marketing, advertising, and prospecting. In addition, the Head of Sales & Marketing ensures that all JLR specific franchise and audit requirements are met.

Functional Responsibilities

o Ensures correct sales standards within the business.
o Ensure maximum customer satisfaction and loyalty.
o Develop and manage overall business plans and budgets for the operations
o Take the business forward providing vision, inspiration, and professionalism of the highest standard.
o Achieve the maximization of profits and return on investment over the long term by the prudent and efficient use of resources.
o Ensure all departments achieve profit targets, maintain margins and control expenses as detailed in budgets and business plans.
o Develop and manage national sales and service network that maximizes market share, minimizes costs and provides a great customer experience.
o Uses coaching techniques to develop employees and actively applies succession planning thinking.
o Ensures that Sales Consultants deliver each vehicle to customers in a positive and memorable way.
o Establishes sales and other related objectives for all Sales Consultants.
o Creates a dealer image that capitalizes on vehicle brand, dealer strengths, and appeals to consumer wants and needs.
o Monitors the flow of work in the Sales Department and intervenes as needed to ensure goals are accomplished.
o Plan the new-car inventory to be carried by color, model, and equipment, based on a variety of customer and market analyses.
• Marketing Responsibilities
o Develop and manage marketing campaigns including prospecting, internet use, and all forms of advertising and promotional activities to ensure their success and cost-effectiveness.
o Explore and research customer opinions and their satisfaction with the services provided by the businesses Ascertain and benchmark performance levels and identify requirements for improvement.
o Inspire the local staff to develop new ways to pro-actively market the vehicles. Provide an environment where all new suggestions and ideas are fully explored and exploited so that the dealership will prosper in the most cost-effective manner possible.
o Ensure that any electronic information such as CRM, e-mail links and website data is accurate and kept up to date
• Knowledge Responsibilities:
o Overall car industry knowledge of relevant market
o Maintain market intelligence on competitors and other automotive brands in the market
• Financial Responsibilities:
o Develop and manage overall sales plans and budgets for the operations
o Review pricing policies and discount rates, including but not limited to, fleet discounts, accessory pricing and for all types of customer,
o Maintain day-to-day control of departmental and other costs in order to minimize company expenses without adversely affecting customer service levels or company standards.
o Maximize gross profit per vehicle sold
• HR Responsibilities:
o Establish and maintain employee levels in conjunction with the HR Manager
o Establish training needs for all staff, plan the programs and maintain records of training.
o Ensure that ‘in-dealership training’ takes place using skilled staff members to provide the highest standards of training in a cost-effective manner.
o Work closely with and motivate all staff within the dealership in order that they work to the highest degree of commitment and attention to customer needs.
o Build relationships with all management and staff in order to provide them with the support, coaching, and encouragement needed to improve all aspects of their job performance.
• Travel Requirements:
o Regularly within Myanmar, as the dealership network develops
o Regional/global travel – rarely but as required to OEM workshops/conferences

EDUCATION/CERTIFICATION:
• Certification, training in automotive retail sales/management would be beneficial

KNOWLEDGE, SKILLS, AND EXPERIENCE:
ESSENTIAL:
1. At least 7 years in automotive dealership sales/management
2. A minimum of 4 years of sales team management experience
3. A track record in managing a profitable P&L
PREFERRED:
• Excellent English language skills
• Demonstrate a track record on training/developing staff
• Able to travel at short notice

BEHAVIORS:

• Achievement
o Ability to set goals and priorities maximizing the use of available resources to consistently deliver results in line with corporate directions, departmental objectives, and customer expectations.
• Teamwork
o Ability to work cooperatively with others, as opposed to working separately or competitively.
• Planning and Organizing
o Ability to develop and implement plans effectively and efficiently to accomplish goals.
• Mentoring, Coaching & Performance Management
o Ability to participate actively in the long-term learning or development of others on the basis of a good understanding of their needs and potentials and address performance issues proactively.