Job Description
Role Purpose The Head of Sales will serve as the strategic leader of the Sales Division, responsible for driving sustainable revenue growth, strengthening market position, and ensuring the seamless execution of the companys commercial strategy. This executive will oversee multiple sales teams, set performance standards, and ensure that the Sales Division operates with excellence, discipline and innovation. The role requires a forwardthinking leader with strong commercial acumen, deep automotive sector experience, and the ability to influence business direction at executive level. Key Strategic Responsibilities 1. Strategic Leadership & Business Growth Develop and execute a comprehensive, longrange sales strategy that aligns with the companys overall commercial objectives and growth targets. Collaborate closely with Executive and Operational leadership to ensure sales direction is integrated across the value chain. Translate market intelligence, customer insights and competitive trends into actionable strategies that drive revenue, profitability and market expansion. Lead strategic initiatives to strengthen the companys presence within the automotive industry and adjacent markets. 2. Division Leadership & Organisational Excellence Provide visionary leadership to the full Sales Division, including Sales Managers and multiple sales teams, ensuring a culture of high performance, accountability and innovation. Design and implement a robust performance management framework, including KPIs, scorecards, and performance contracts for all sales personnel. Identify skills gaps and critical training needs within the division to build a strong succession pipeline and elevate team capability. Foster a collaborative, empowered sales culture that values excellence, transparency, and continuous improvement. 3. Revenue Management & Performance Optimisation Drive revenue growth through effective pipeline management, new business development, customer retention strategies and expansion of the existing client base. Establish and monitor sales targets at departmental, managerial and team levels to ensure consistent achievement of financial goals. Analyse sales data, performance metrics, and customer feedback to optimise sales approaches and improve conversion ratios. Ensure that sales forecasts, reports, and insights are accurate, timely, and aligned with organisational financial planning cycles. 4. Customer & Stakeholder Relationship Management Build and maintain strong, longterm relationships with key clients, partners and industry stakeholders, ensuring exceptional customer experience at all touchpoints. Serve as executive sponsor to strategic accounts, providing leadership guidance in resolving complex customer issues and identifying opportunities for crossselling and upselling. Represent the organisation in highlevel industry engagements, forums and negotiations where strategic commercial interests are at stake. 5. Market Intelligence & Competitive Positioning Oversee industry and competitor analysis to identify emerging trends, customer needs and opportunities for innovation. Introduce marketdriven initiatives that strengthen the companys commercial positioning, brand value and competitive advantage. Lead the integration of digital insights, CRM analytics, and datadriven decision-making into the sales strategy. 6. Operational Excellence & Reporting Ensure effective utilisation of CRM platforms, digital tools, and call centre technologies to streamline sales operations and improve customer engagement. Maintain accurate documentation, sales dashboards, executive reports and performance summaries for board-level consumption. Implement disciplined governance processes within the sales function to ensure compliance, reporting accuracy and operational control. Qualifications & Experience Bachelors Degree in Sales, Marketing, Business Management, or a related field. Proven track record in an automotive industry leadership role at a similar level (department head, executive sales lead, or sales director). Extensive experience managing large sales teams, setting strategy, and driving sustainable revenue growth. Strong technical proficiency with CRM systems, analytics tools, digital sales platforms and performance tracking technologies. Executive Competencies Strategic Thinker: Able to translate market insights into longterm competitive advantage. Commercial Acumen: Strong understanding of revenue levers, pricing strategies and business drivers. Leadership Excellence: Inspires teams, builds capability, and drives organisational performance. Customer Centricity: Deep appreciation for customer value and relationship longevity. Analytical Strength: Uses data to justify decisions, evaluate performance and refine strategy. Adaptability: Thrives in dynamic environments and leads teams confidently through change. Negotiation & Influence: Masterful at highstake engagements, both internally and externally.
