Head of Commercial

Permanent

Position Overview:

As the Head of Commercial – APAC, you will be responsible for driving all aspects of sales planning and performance across the Asia region, steering the retailer network to achieve new car and certified pre-owned sales, contribution margin and revenue targets and adhere to the McLaren brand standards and business objectives.

Reporting to the Regional Director – APAC, you will oversee all commercial sales functions of the regional business including Sales Operations, Volume Planning, and manage a team of regional managers responsible for driving retailer sales funnel focus, pipeline planning and new and used car sales performance.

Principal accountabilities:

• Lead and develop the APAC sales team to ensure a focused, cohesive approach across the region and deliver a healthy long term order-bank for all McLaren models.
• Oversee and manage all sales planning, forecasting and performance reporting for the APAC region including production allocation, order intake, wholesale, retail, contribution margin, options and MSO.
• Manage the regions sales tactical budget to develop strategic programs that are tailored to each sub region and aligned with the commercial targets of the company.
• Manage the variable bonus assessment and reporting processes to ensure dealer compliance with required standards, guidelines, and target achievement every quarter.
• Ensure the execution of aligned retailer marketing, communications and customer engagement initiatives through consistent sales funnel focus with the regional managers.
• Work in close collaboration with the regional marketing team to align sales initiatives with key regional activities, customer engagement strategies and campaigns.
• Ensure MSO is a key focus for both Retailers and the regional sales team and develop initiatives that promote and deliver incremental business.
• Foster a data driven culture within the sales team, ensuring consistent reporting and accurate forecasting including quantitative and qualitative analysis of retailer sales funnel, market share performance and development opportunities in the region.
• Ensure every retailer visit is documented and contact reports are consistently completed by RMs.
• Collaborate with the Regional Director to set annual objectives for the retailer network and lead the Annual Dealer Business Planning process.
• Ensure retailer staff training requirements are up to date and customer facing staff are equipped to deliver an exceptional McLaren customer experience.
• Drive cross functional collaboration within both regional and central Commercial operations, Marketing, Aftersales, PR, MSO and Finance departments.
• Support the APAC leadership team with market analysis, dealer performance analysis and competitive information as required.
• Build strong commercial relationships with Retailer investors, senior management and staff to ensure alignment with the McLaren business strategy.
• Act as the key conduit between the region and the Global operations team, representing the APAC team at relevant meetings.
• Support Regional manager focus of key requests from regional leadership team
  Support and represent McLaren at key customer facing events across the region.

Knowledge, skills & experience:

• Minimum bachelor's degree level
• Minimum 15+ years OEM experience within sales/commercial business divisions.
• Minimum of 5+ years experience within OEM Sales and Marketing
• Experience leader of teams within the Automotive industry.
• Strong analytical knowledge and skilled in data management and interpretation.
• Highly experienced and efficient with Microsoft Excel.
• Highly commercially aware, able to apply analytical skills to help development of business strategies / understanding of business issues.
• Knowledge of field management & franchise operations.
• In depth knowledge of the McLaren Automotive business and its regional sales function.

Personal attributes:

• Professional and credible ambassador of the McLaren brand to customers, retailers, and business.
• Passion for luxury vehicles and the automotive industry.
• Ability to communicate confidently with leadership teams in McLaren and at retailers.
• Excellent interpersonal skills, both verbally & written.
• Passion - demonstrating great drive to achieve outstanding results.
• Good commercial acumen and the ability to rapidly understand the broader business context of automobile production, sales and aftersales is critical.
• Willing to drive projects which are not directly related to the day-to-day job role, but integral to Regional success.
• Comfortable at taking directions, but also able to contribute to strategy and tactical measures.
• Team player & team motivator.
• Strong planning and follow up skills, meticulous in detail.
• Fluent to native standard in verbal & written English.