Dealer Principal - Toyota / Lexus - UAE
Al Futtaim Private Company LLC, United Arab Emirates
Job Description
Dealer Principal – Toyota / Lexus
Job Purpose:
To be a central accountable lead for providing a seamless and complete Automotive offering to the customers of the localized sites/network pertaining to the role.
Lead and maximize the performance of all the location’s operational functions: New Unit Car Sales, Pre-Owned Car Sales, Finance & Insurance, After Sales (Services, Spare Parts, Accessories).
Direct the activities of all departmental staff; coaching them in establishing their departmental financial and non-financial objectives: Sales, profits, capital expenditures, manpower, Employee Engagement, Customer satisfaction, mystery shop, Retail standards; and continuously monitor and evaluate their progress toward achieving those objectives.
Direct, motivate, and coach location employees to assure they consistently offer superior levels of service to the customer.
Ensure branch compliance with Company Mission, Vision, Brand values.
Uphold and comply with the OEM standards and processes.
Ensure compliance to all Government regulations such as employment terms, safety, health, environment & security.
Key Responsibilities:
Commercial Management:
Assumes ultimate accountability for the achievement of budgeted operational objectives in Revenue, Volume, Gross Margin, Expenses, Net Profit, Customer Satisfaction, and employee engagement; thereby, maximizing returns on investment.
Hold regular MFRs with BAMs to understand and optimize Branch P&L
Participate in annual business planning and follow up with quarterly and monthly reviews.
Accountable for location Revenue Maximisation, Margin Improvement, Controllable cost management, Cash Control and Receivables
Support Planning teams to ensure accurate forecasting
Execution of Incentive plans (within framework provided by Retail Director)
Asset Management – optimise inventory of vehicle and parts stock
Provide dealership management with regular reports on the financial condition of the dealership
Sales Management:
Develop and implement local plans to deliver sales and profit achievement by month for new, pre-owned and after sales
Effectively manage stakeholders through regular meetings & supervision to ensure corrective actions on issues pertaining, but not limited to:
F&I
Sales Consultants
Pre- Owned Sales Consultants
Service
Parts
Marketing
CRM; Business process and Mystery Shopping.
Submit accurate weekly forecasts based on analysis of actual market trends, sales conversions, bank approval TATs, invoices etc for Management reporting.
With support of Sales Management drives achievement of monthly sales targets delivering volume and profit contribution
F&I penetration and particularly trade cycle products
Used car performance (sales and buying)
After Sales Management:
Manage Aftersales financial budgetary goals and forecasts
Maintain high-quality service repairs and minimize comebacks. Conducts periodic spot checks of completed jobs for thoroughness and quality.
Responsible to monitor the performance of service operations within the location through enhancing and re-allocating location resources to improve overall location results.
Parts & Warranty
Responsible for penetration of Service plans and extended warranty plans
Daily KPI management
OEM Warranty procedure and process adherence
Marketing:
Develop localized marketing initiatives and promotions with support of the brand communications team
Job Specification
Qualifications Experience & Skills:
Education: Bachelor’s Degree or Equivalent
Minimum Experience and Knowledge:
This position requires business maturity and excellent judgment the job holder should have a minimum of >10 years automotive industry experience with at least >5 years as a Branch Sales Manager or Service Manager.
Experience in optimization of Automotive Services. Ability to manage multiple priorities in a fast-paced environment; work collaboratively with cross-functional teams and ensure high quality deliverables with attention to detail. Proven ability to develop, execute and manage entire the service customer journey. Be able to guide colleagues inside and outside the service discipline. Affinity with cars in general and the automotive industry in particular.
Ideally has strong operational experience in both Aftersales & Sales
Must have English fluency
Ideally has GCC experience.
Ideally has Arabic fluency
Job-Specific Skills & Competencies:
Skills in sales & aftersales operations and customer relations
Ability to analyse and interpret financial data, including P&L.
Negotiation skills and able to close deals
Strong stakeholder management skills with the ability to communicate and interact with officials at all levels and to work effectively with a wide range of constituencies in a diverse community
Obtaining commitment and co-operation ideally through consent and willingness
High energy & enthusiasm
Leadership and ability to drive through complex solutions
Professional written and verbal communication and interpersonal skills able to drive best practices and productivity across a diverse workforce
Ability to motivate teams with good team building skills
Innovative problem-solving skills with entrepreneurial mindset
Confidence in own decision making
Target oriented and drive to exceed demanding challenges
Analytic and pro-active
Persistent and focused on results
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