Sales Manager -JAGUAR | LAND ROVER | BGC

Inchcape is the leading global automotive distributor operating in more than 40 markets. We partner with some of the biggest brands in the business to power better mobility today and in the future.

Our diverse global team of over 20,000 talented people foster an inclusive and collaborative culture, championing a brilliant experience for our customers and partners. We’re a dynamic and fast-growing business, dedicated to shaping a successful and sustainable future for the industry.

Here, you will unlock your full potential with career opportunities and learning experiences. You’ll work with cutting-edge technology, ground-breaking innovation, and forward-thinking colleagues. If you are highly driven with a can-do attitude, and you bring out the best in yourself and others, then join us to power new futures.

SALES MANAGER

Reports to: Head of Business

Manages the Sales team to deliver an outstanding customer experience, following the Jaguar Land Rover Purchase Experience Framework (PEF) and Customer First Principles.

Key Responsibilities

MANAGES PERFORMANCE

• Manages the performance of the Sales team to ensure the delivery of the Jaguar Land Rover Purchase Experience Framework and the achievement of key targets (e.g. new car sales)
• Monitors the performance of the team against Sales KPIs, using the Jaguar Land Rover Composite and Retailer information to track performance and identify opportunities for improvement
• Personally demonstrates the JLR Customer First Principles, leads their implementation by the Sales team and manages any non-compliance
• Drives a culture of team working across the Service, Sales and Parts teams to deliver an outstanding customer experience
  
  

MANAGES THE TEAM

• Recruits new team members as required, and manages their induction into the Retailer
• Monitors the day-to-day performance and training of each member of the Sales team, provides feedback on performance and manages any underperformance
• Coaches individuals to develop their knowledge of Jaguar Land Rover products, technologies or systems, improve their customer-handling skills and ensure that they complete the training provided by Jaguar Land Rover for their role. Arranges informal training sessions for the team as required
• Implements the approach to reward and recognition for the Sales team, in line with Retailer policy and makes decisions on individual remuneration
• Manages succession into key roles to develop talented individuals into key roles (e.g. Sales Executives, F&I Managers)
• Organises activities (e.g. team events) to build team spirit and engagement
• Communicates with the team to share information on Jaguar Land Rover, the wider Retailer and the Service function (e.g. JLR product launch plans, Retailer business plans, Sales team performance)
  
  

OVERSEES KEY ACTIVITIES

• Oversees sales activity to ensure that the team is fully effective and KPIs are achieved. Runs daily and weekly meetings for the Sales team to track and manage performance
• Talks to customers to resolve escalated complaints to maintain customer satisfaction with the Brand
• Manages the internal audit against JLR Retailer Standards using the DSAT process and makes improvements in order to improve compliance
  
  

DEVELOPS THE BUSINESS

• Maintains a good understanding of the Sales operation of competitors – particularly premium competitors in the local area
• Works with the Head of Business to develop short term targets and medium term plans for the Retailer’s Vehicle Sales operation
• Implements JLR NSC marketing initiatives and develops local Retailer marketing activity to drive sales
• Manages lead management and prospecting activity (CXP) to ensure that the Sales team follow up leads proactively and efficiently and there is an ongoing, managed programme of prospecting activity to bring in new customers
  
  

DRIVES IMPROVEMENT

• Organises regular Sales team meetings to review KPIs and identify better ways of doing things
• Works with the JLR Regional Business Manager to review and improve the performance of the Sales team
• Takes a proactive approach to identify any recurring problems which affect the customer experience. Leads or supports projects to deliver continuous improvement to ways of working
• Helps the team to adapt to growth and change (e.g. new facilities, new products, new systems)
  
  

TYPICAL KEY SUCCESS CRITERIA FOR THE ROLE

Customer First | CEIP results/Voice of the Customer data

Process Compliance | Purchase Experience Framework (PEF), Sales 6 | Jaguar Land Rover Retailer Standards (DSAT)

Financial | Vehicle Sales Direct Profit Team

Team | working with colleagues across the Retailer | Staff retention | Learner Journey completion | Succession planning (% internal hires)

Competencies Required By The Role

(For more details see the full version of the Jaguar Land Rover Retailer Competency Framework)

Competency level for this role: Functional Manager

Outstanding customer experience | Leads and manages the team to deliver an outstanding customer experience

High performing teams | Leads, manages and develops the team

Operational excellence | Leads and manages operations

Innovation and improvement | Drives innovation and improvement

Commercial focus | Thinks commercially to manage and lead the business

Winning new business | Leads and manages activity to develop new business

Brand & product | Uses Brand and Product knowledge to lead and manage the business

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.