Senior Manager, Head of Sales

Job Description & Requirements

To lead and manage the overall sales strategy, performance and execution of commercial vehicles sales for the Company. This includes responsibility for achieving revenue targets, expanding market share, managing the dealer/retail network, development fleet and B2B channels and driving sales team productivity. The role also involves collaboration with marketing, aftersales, finance and supply chain to ensure business goals are met.

Key Responsibilities
Strategy Sales Leadership

• Develop and implement short and long term strategies and business plans for commercial vehicles (CV), in line with overall business objectives.
• Set annual sales budgets, forecasts and targets (Volume, revenue and profit).
• Identify market opportunity, customer trends and competitor activity to drive growth and maintain competitiveness.
• Align CV sales strategy with product planning, pricing and network development teams.

Team and Dealer Management

• Lead and manage the national or regional sales teams, including Area Sales Managers, Key Account Managers and fleet Sales Executives
• Provide coaching, performance reviews and development plans to build a high performances sales culture.
• Oversee dealer performance, including target setting, pipeline management and compliance with brand standards.
• Recruit, appoint and terminate dealers as necessary in line with Company expansion or consolidation strategies.

Key Account and Fleet Sales

• Establish and grow fleet/B2B sales operations with key customers such as logistics pro
• Lead pricing and tender negotiations with major customers to secure long-term partnerships.

Sales and Operation and Execution

• Monitor daily, weekly and monthly sales performance against targets and KPIs.
• Collaborate with supply chain and inventory planning teams to ensure adequate stock availability and proper model mix.
• Oversee sales administration, contracts, documentation and reporting processes.
• Coordinate with marketing for lead generation, product campaign, roadshows and launch events.

Reporting and Budget Control

• Prepare sales reports, board presentations, market analyses and performance dashboards for senior management.
• Control departmental budget, incentives, rebates and sales-related expenses.
• Ensure profitability across sales channels and adherence to cost-efficiency targets

Requirements

• Bachelor's degree in business, Marketing, Automotive Engineering or related field.
• MBA or equivalent business qualification is a plus.

Experience

• Minimum 10 years of experience in sales, preferably in commercial vehicles or automotive sector.
• Proven experience in managing large sales teams and dealer networks.
• Experience in fleet / Key account in sales in B2B solution selling.
• Solid understanding of the commercial vehicles market, customer behavior and vehicle application.

Skills and Competencies

• Strong leadership and people management skills.
• Strategic thinker hands-on experience capabilities.
• Excellent communication, negotiation and relationship-building skills.
• Data-driven decision making with proficiency in CRM/Salesforce or ERP systems.
• Strong financial acumen and budget management skills.
• Resilient, self-driven and able to thrive in a fast-paced environment.