District Sales Manager in Scotland

POSITION: District Sales Manager UK

DEPARTMENT: Sales

REPORTING TO: Network Sales Manager

LOCATION: Field based in Scotland & Ireland (candidate must be based in Scotland)

Main Purpose of the Job

District Sales Manager is responsible for driving the business with the aim to achieve the target assigned by the Network Sales Manager. He/she manages the business with the objectives of growing the penetration of the brand in the area (MS), liaising with dealers and customers.

Key Activities:

• Responsible for the achievement of Market sales objectives in terms of market share, volumes and margin assigned, whilst supporting the business targets towards CO2 CNG/LNG optimisation and electrification mission.
• Close co-operation with assigned dealers to ensure maximum sales performance New and Pre-Owned units, by means of Dual Customer Visits, Weekly and Monthly analysis of Order Intake.
• Supporting dealers to achieve both Sales Commercial Policy Targets and Retail Excellence Network Quality Targets.
• Define the dealer target based on the area MS ensuring Monthly and Quarterly Monitoring of Set Targets.
• Control and manage the sell-out activity in connection with the dealers to optimise the sellout of company inventory (Tutela, Driveaway and OCF).
• Manage the Planning, Forecasting, Ordering & Scheduling processes in connection with the Commercial Logistics Dept. of the market.
• Support of the marketing initiatives (promotional events, demonstrations, open days, factory visits and product presentations, local commercial and financial campaigns);
• Monitor Dealer inventory levels and analyse the assigned Dealer Territory in order to verify the proper coverage.
• Coordinate and assist dealer’s salesforce in closing deal where needed in order to optimize sell-out and stock.
• Continually evaluate dealer’s business management, to support market growth opportunities and facilitate financial support.
• Constant monitoring of dealer salesmen activity, new contacts (prospection), open deals, time dedicated to sales activity (efficiency), including Lead Generation Programme and the CRM system.
• Organize or take part on regular sales meeting into the dealership and reporting to Network Sales Manager.
• Assess the market potential and its trends and propose the required actions to further develop the business and monitor competitors’ activity in the assigned territory.
• Coordinate the activity with Market Functions (Marketing, Capital, Elements, Preowned, Logistics, and After Sales);
• Develop the business in the assigned territory working closely to the Dealers/Distributors and authorized workshops existing organization and sub dealer management.
• Direct managing and monitoring of PROSPECT activity in the area through DMS tools.
• Daily support of salesmen for specific deal (Dealer Key Account) with possibility to adapt discount in accordance with Commercial Policy.
• Prepare Deal sheet for specific deal (DKA and pack deals) to an accurate level within DOA.
• Develop and monitor preowned dealer sales in proposing Pre-Owned Certified units, managing Incoming stock to allow early re-Marketing and Sales.
• Manage pre-owned units’ refurbishment in the Dealer workshop in accordance with customer and market requirement.
• Strives for profitable growth of the business in line with company’s guidelines.
• Direct cooperation and support with Iveco Capital colleagues in the area.
• Monitor and dimension the dealer new and preowned vehicles turnover based on credit line assigned by Iveco Capital Credit Manager.
• Monitoring of Dealer DEMO activity in the area.

Job Requirements

• Heavy Truck Sales and Pre-owned Experience (6 years or more)
• User Experience (5 years or less)
• Impeccable verbal and written communication skills
• Advanced IT competencies, including Microsoft Word, Excel, PowerPoint & CRM systems

Competencies and Key Behaviours

• Excellent organisation and time management skills
• Attention to detail
• Ability to multi-task in a high-pressure environment
• Ability to solve problems
• Ability to effectively work independently and within a team

Qualifications Required

• Eligibility to work in the UK & ROI
• Full clean Driving Licence
• Ability to travel, with some over-night stays