Job Description The Zone Manager is responsible for the 'Company to Dealer' business relationship for a defined geographical territory or District. He/she is the primary interface between the Company and the Dealers in that district and is expected to manage the relationship in a spirit of both true partnership and performance management. Responsibilities Dealership Sales Management Carry over orders (review and determine which sales can be brought forward) Stock analysis Sales vs. objective reviews Coach Sales Manager Dealer Sales Team Organisation structure and people quality assessed, and changes recommended where required. Forecast Mid-month Estimate (probe, understand and determine what actions can be implemented to rectify if below target) Achieve Retail and Wholesale sales objectives. Dealership Retail Performance Management Review of objectives (month, quarter, pre and post analysis) Cross-sell analysis Dealer Action Plan (preparation, presentation, and review) Lead, manage and coordinate the Sales Review process with Dealer Planning and the Regional Manager Connectivity uptake E-Commerce rollout Manage all systems/CX processes with the CX manager. Management: Dealer Standards/FGE processes with CX Mngr Manage and ensure dealer satisfaction. Sales Planning Meeting Review Sales Objectives/program targets PBR: Review financial benefits of Dealer Target achievement 'Sell' the programs for month 'A' e.g., FDAF/Marketing advertising/New SVP's/New incentives/Carryover incentives etc.; pricing changes; show Ford developed merchandise props and direct mail, advertising layouts etc. 'Plan' with dealers their actions to achieve program targets e.g., develop/understand Dealership merchandising activity for the month/quarter. 'Execute' Dealer and Company Plans Order To Delivery Process Conduct Detailed Stocking Opportunities File (SOF) Review/ Sales Availability Meeting (SAM) with dealer. Ensure compliance and adherence to all sales systems. Customer Satisfaction Initiatives Customer Satisfaction: Sales (review performance, counsel and assist in process improvements - all aspects) Business Management Facility (advise, counsel in conjunction with Dealer Development Manager who takes the lead to follow up on Dealer plans) Dealership sales staff levels (review/advice and counsel) Guard the Ford Brand image in accordance with Company policy requirements input as per Market Rep plan. Training Product Knowledge 8-Step sales process Sales Consultant coaching and development District Sales Managers are responsible for soliciting enrolments in training courses managing their District to achieve 100% Dealership staff participation and qualification. Meeting Attendance and Participation Monthly / Quarterly Reviews and Regional Dealer Meetings Dealer of the Year and Sales Merit Club Special Events (other) Miscellaneous Provide competitive information feedback in a weekly feedback report, specifically including competitive merchandising actions and incentives. Bulletin management System and integration support Department support Back-up for other Field Sales Managers when they are on annual leave etc. Qualifications KNOWLEDGE, SKILLS and ABILITIES Strong business acumen & Presentation Skills; written and verbal; able to walk people of various levels of an organization through project details and business cases, utilizing efficient and effective methods, as determined most appropriate for the audience and contents. Relationship building - able to read and connect with key business partners (incl Dealers) and establish collaborative partnerships. Able to work under tight deadlines, pressurized environments. Excellent analytical skills and the ability to do detailed root-cause analysis. Proven effective planning and time management skills. Problem-solving skills Conflict Management skills Project & business Plan development and implementation experience Must be able to work independently and take own initiative to ensure the expected results are achieved. Have a can do, find a way attitude and a very strong emotional resilience. QUALIFICATIONS and EXPERIENCE Bachelor's degree or equivalent in Business Management/Marketing/related field Min 5 years Retail Automotive industry experience or OE field experience (ideally as a District Sales Manager) with a combination of other OE M&S experience is a must. Detailed Process knowledge of Dealer Sale operations, Systems and Procedures Must have worked in at least four of the following six areas, of which Ford Sales Planning and Automotive wholesale Marketing are both a mandatory prerequisite: - (Sales Planning - Order Control/ OTD analyst; Marketing; Ford Credit; Business Management; Aftersales (Service/Parts); Fleet; automotive retail sales) Up to date on the latest trends and technologies impacting Consumer Experience at transactional level. Frequent travel across the dealer network will be required, therefore a valid driver's license is a must. Fluency and proficiency in English is a must Apply Now

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Sales Zone Manager - Pretoria

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