Garner Asia : Executive Postings : Posting Details

Executive Postings
Position: District Sales Manager
Location: Singapore
Our Client The Company was founded early last century and is one of the most renowned manufacturers of motorcycles in the world. During the mid-eighties, the Company became a public company. The motorcycles of the Company have much more to offer than a safe way for people to go from point A to point B. Their motorcycles are an example of the American Dream and represent a lifestyle for the individual who wants to stand out and who wants to make a statement. With a worldwide network of dealers who present themselves within the definition of the Corporate Image, the Super Brand is carried into the different markets in similar ways. With well equipped sales, maintenance and spare parts centers in Asia, the Company provides an excellent and ever growing superb network of its after-sales-service / retail network. In 2007, the Company shipped nearly 400,000 units, realizing a net revenue of close to US$ 6 billion with a net income of around US$ 1 billion. For the full year 2007, retail sales of the Company’s motorcycles in their international markets increased by more than 10%. In Europe, the sales of their motorcycles increased close to 15%, compared to 2006. Revenue from Genuine Parts and Accessories in 2007 totaled US$800 million, a slight increase over the previous year, and General Merchandise revenue was US$300 million, an increase of 10% compared to 2006.
The Role The District Manager (DM) is responsible for the overall performance of the dealers within a geographic district. Responsible for order management, retail sales improvement of our client‘s products such as Motorcycles, Parts and Accessories and General Merchandise (PAM). The DM will create and execute a detailed dealer plan and district plan to ensure measured success of overall dealer and district performance. Using the capabilities framework as an overall guide to improve dealer performance, the DM is expected to examine performance metrics for the corresponding Primary Capabilities to the degree necessary to identify the situation’s root cause(s). The DM will address those areas that exhibit underperformance by examining the associated metrics and execute dealer policies that ensure optimal dealer performance. The DM will coordinate with a closely aligned team of other field representatives within and outside of our client’s Singapore office and Asia Pacific office who will work together to improve the capabilities of dealers. The DM will communicate field-level feedback to the Singapore leadership and team members. The DM will submit dealer development recommendations on a quarterly basis and take action as prescribed by the Singapore or Asia Pacific Dealer Development Department. The relationship between the client and the dealer network is primarily maintained by the DM, who is considered both a salesperson and a business advisor and is expected attend dealer and sponsored events as needed. Key Results Areas Retail Sales Growth Review vehicle, PAM sales and develop business plans to achieve dealer and district retail objectives. Evaluate dealers’ areas of opportunity in vehicle sales to determine district strategic sales goals. Develop and help dealer execute tactics to have a positive effect on vehicle and PAM sales. Develop business plans that takes into account dealer capabilities in the primary areas of focus of the capabilities framework. Provide feedback to Managing Director on product sell through Review dealership sales, inventory, days supply and turns. Recommend change in product mix, product focus. Execute an action plan to ensure achievement of vehicle sales targets Review vehicle sales and provide analysis and recommendations for product planning, lead and traffic generation, sales conversion, and program participation Gather field intelligence on sales activity and trends and analyze market share and penetration Be well-versed in competitive products Operations Management Team leader in the development and implementation of business strategy planning, operations and process mgt, organizational mgt, staff mgt, inventory mgt and financial mgt for overall dealership and district. Coordinate other market facing reps so that there is enterprise-wide visibility to individual dealer plans and opportunities. Provide assistance in planning and implementation, goal setting, budgeting, organizational design, staff planning, inventory analysis and financial planning Ensure plans are being adhered to and measure sustainable success. Recommend and assist in making improvements when necessary Evaluate dealer needs and develop a dealer plan based on needs assessment Train staff on product placement and ensure floor salespeople are proficient in product knowledge Conduct sales training on motorcycle and PAM features and benefits Marketing Assist in development and review of sales and marketing plans. Ensure that all depts. inform and support the dealership marketing. Collaborate with Managing Director/Director Sales and the AP Marketing Manager to integrate corporate promotional/marketing messages into dealer and plans and provide feedback into the promotional/marketing needs of the district and the market arenas within the district. Assist in the establishment of dealer marketing plans Review and recommend promotions, especially those geared toward vehicle and PAM sales Identify customer segments that will give dealer a targeted approach for sales campaigns Assist in locating under-serviced market areas and develop targeted marketing campaigns Customer Experience Ensure that dealers enhance the client’s customer experience. Provide assistance and make recommendations to improve customer satisfaction. Review retail sales tools and programs with appropriate staff and provide guidance on customer approach Review CSI data and/or Mystery Shopper data, recommend improvement on or design of customer loyalty programs. Assist dealer in analyzing CSI and/or Mystery Shopper data and developing an action plan to address areas of opportunity Dealer Business Partnership Ensure compliance of sales policies and understanding of importance of maintaining brand integrity. Monitor program participation to ensure standards are being met Ensure program execution is consistent from dealer to dealer Assist with enforcement of dealer policies Planning Process Work with the Singapore team to ensure optimal dealer performance by providing necessary input to business planning process. Self Development Employees at all levels are expected to keep abreast of new and changing technology and methods that enhance their skill set. This can be accomplished through continuing learning at outside classes, seminars, reading and other related training opportunities. Continuing education based on skills analysis and needs assessment, as well as required continued development in company developed field sales training Develop and enhance motorcycle and PAM product knowledge and product strategy collaborating with vehicle platform and PAM managers Develop and enhance vehicle and PAM sales retailing best practice knowledge through collaboration with PC/Training, other training, attending retailing seminars, outside classes, etc Continuous Improvement Employees are expected to find ways to continuously improve processes and responsibilities in their jobs. Continuous evaluation of business planning process to identify areas of improvement Closely track and monitor the needs of dealers to ensure that role is addressing retail capabilities and suggest changes to areas of focus as needed Communication Employee will interact with variety of stake holders via various communication mediums (written and/or verbal). As primary contact between the client and dealer, diligent communication is essential to establishing and maintaining relationship with dealership and internal staff, which would include written and oral communication
Job Specifications
Relevant Education Requires a Bachelor’s Degree in Business Administration or equivalent combination of education/experience Relevant Experience Minimum of 5 years of related experience in sales administration, marketing and field sales, preferably with vehicle retail/wholesale knowledge Product knowledge, selling skills, critical analysis of data, retail expertise, and communication skills are all essential attributes of the DM Position requires a thorough understanding of financial measures in order to proficiently analyze dealer financials and market data Strong PC skills, including Word, Excel, Outlook and Powerpoint Residence within Singapore is required (Singapore Citizen, Permanent Resident or Employment Pass Holder) Significant (80%+) travel necessary Must attend dealer and sponsored events as needed At least bi-lingual in English and one other Asian language (Bahasa Malaysia, Bahasa Indonesia, Thai, Mandarin) is preferred At least valid Singapore class 2A (up to 400cc) motorcycle license required which can be up graded to full class 2 motorcycle license within a short time. A full class 2 motorcycle license is preferred Critical Performance Skills Communication Able to clearly present information (in English and preferably at least one other Asian language) through the spoken or written word read and interpret complex information; talk with customers or clients; listen well. Decision Making & Problem Solving Able to take action in solving problems while exhibiting judgment and a realistic understanding of issues: able to use reason, even when dealing with emotional topics; review facts and weigh options. Integrity Able to be tactful, maintains confidences, and fosters an ethical work environment; prevent inappropriate behavior by coworkers; give proper credit to others; handle all situations honestly. Planning, Prioritizing, & Goal Setting Able to prepare for emerging customer needs; manage multiple projects; determine project urgency in a meaningful and practical way; use goals to guide actions and create detailed action plans; organize and schedule people and task. Policies, Process, & Procedures Able to act in accordance with established guidelines; follow standard procedures in crisis situations; communicate and enforce organizational policies and procedures; recognize and constructively conform to unwritten rules or practices. Quality Able to maintain high standards despite pressing deadlines; establish high standards and measures; do work right the first time and inspect material for flaws; test new methods thoroughly; reinforce excellence as a fundamental priority. Relationship Management Able to develop rapport with others and recognize their concerns and feelings; build and maintain long-term associations based on trust; help others. Respecting Diversity Able to adapt behavior to others styles; interact with people who have different values, cultures, or backgrounds; be of service to difficult people; optimize the benefits of having a diverse workforce. Tolerance of Ambiguity Able to withhold actions or speech in the absence of important information; deal with unresolved situations, frequent change, delays, or unexpected events. Sense of Urgency Able to identify important requirements for the Company or the dealer net, and communicate them properly to assure full understanding of the problems for both parties and provide immediate response and actions from all involved areas. Ownership Will to contribute to the client success by taking responsibility of problems and decision making according to all the company policies and values.

Interested candidates please email your updated CVs along with current and expected remuneration to ailing@garner.com.sg We thank you for your interest and regret that only short listed candidates would be notified.

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