Sr Director, Sales & Operations (Job Number: GRO001184)

Description

Role Summary:

• Lead the development and execution of a clear vision and strategic plans to ensure that Bentley’s operational targets are achieved in the short, medium and long-term.
• Build and develop a team clear on expectations, consistent development, cross functional collaboration, delivering consistent results, etc.
• Co-create with dealers and field team a luxury Go-To-Market Strategy including but not limited to: pull vs. push approach, incentive plans (price / quantity relationship) to maintain market equilibrium, channel development, etc., clearly positioning the brand in a luxury image and not focused on price.
• Develop the current Retailer network to support delivery of Bentley’s short and long-term objectives concurrently with network performance and profitability.
• Lead the Operations team to achieve vehicle sales and revenue targets, while ensuring that Bentley retailers are delivering a premier, luxury purchase experience to the customer/prospect base. 
• Collaborate with BMI Marketing department and agencies to formulate go to market initiatives to drive customer demand and obtain retail objectives

Role Responsibilities:

New and used vehicle sales objective achievement

•  Set the long term strategic goals to ensure the Americas Region consistently delivers the Planning Round budget
• Annual and monthly objective setting – National, Regional, and Retailer – aligned to business plan
• Sales program development to ensure achievement of new/used sales objectives
• Financial Services partnership through annual and monthly alignment planning and execution co-created with Field and Dealers
• Pre-Owned program development including Certified penetration objective achievement and tactical incentive development
• Creation and maintenance of all sales policies (including Proficiency Program)
• Management of business KPI’s – sales, stock, day’s supply, etc.
• Stock management within Retailer network with clear expectations and disciplined / structured allocations, logistics, etc.

Management and development of Retail network in all aspects of Bentley Retailer Operations

• Align the Americas Brand ambition to ensure it meets the ambitions of the Global 2018 strategy
• Expand the Network and reduce performance variability
• Create win/win strategy focused on dealer engagement and advocacy
• Bentley Brand standards measurement and adherence in areas of facilities, people, processes, regarding the sales area of Bentley Retailer operations
• Development of programs and policies to develop network and support achievement of above (e.g. Academy)
• Measurement and improvement of Bentley Retailer profitability
• Ensure adherence of Bentley Retailers to policies and procedures

Achievement of Customer Experience Measure objectives through the Retailer network

• Delivery of defined Bentley customer experience through the Retailer network
• Measurement, evaluation and development of Retailer network in the area of Customer Satisfaction and retention

Provide structured and proactive feedback into Bentley to provide programs and services to improve Retailer effectiveness

• Represent Americas Region in Crewe regarding all activities relating to Sales Operations consistently on a daily basis
• Ensure open and consistent communication with Crewe and all necessary functions for efficiency and ultimately increased sales

Management and development of team and dotted line functions 

• Annual PDR process and objective setting – on-going performance management
• Organize and execute Monthly Performance Review meetings
• Team and personal development & succession planning
• Primary liaison between Regional Director – Americas Retailer Network
• High performance, trust based team

      Collaborate with BMI Marketing Team on Product Marketing

• Develop go to market initiatives for retailer advertising purposes
• Involved in product development and pricing with BMI and BML
• Organize and execute social media campaigns to retailers
• Monthly interaction with BML Brand and Marketing Council

Qualifications

Qualifications:

Years of Experience:

• 10 years automotive experience

Education – Required:

• Minimum of a Bachelor’s degree in Business or related field – MBA preferred

Skills:

Volkswagen Group of America is an Equal Opportunity Employer.  We welcome and encourage applicants from all backgrounds, and do not discriminate based on race, sex, age, disability, sexual orientation, national origin, religion, color, gender identity/expression, marital status, veteran status, or any other characteristics protected by applicable laws.

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