- Develop, supervise, coordinate the car sales process, sales team, sales procedures - Negotiate sales objectives. In charge to achieve them together with the team - Administrate sales resources in order to meet both objectives and budgets - Ensure adequate stocks flow in order to best meet the business and customer needs - Deal with discounts, sales packs, special sales negotiations - Work to develop marketing projects in order to identify new markets and new sales prospects - Assist salespeople in setting aggressive yet realistic monthly and quarterly objectives and provide them with the support to meet these goals - Strictly monitor the data base, the reporting system, and all the internal data in order to fast change and adapt to the changing sales requirements - Keep informed with the national automotive industry development and tendencies in order to discover market niches and new sales opportunities
- Clearly identify training needs of internal customers - Design & develop tailored training for branches - Coordinate & deliver training programme for new and existing sales force – 500 people - Address both soft and hard skills needs - Administrate training budget - Implement training methods: seminars, on-line training, in-branch, one-to-one - Taylor training for both managerial and sales field levels - Involved in all Sales Force Effectiveness prgrams: sales kits, sales procedures - Prioritise and develop time line of training programme delivery - Develop appropriate measurement matrix to capture training benefits - Develop full communication kit
I started, organized and developed the sales departments: establish the frame, develop the working procedures, recruiting, training, targets, salaries & commission schemes, supervising, reporting
- Planning and proposing the business general development to the General Management - Developing and achieving the yearly and the mid term sales plans and budgets - Planning and developing the dealers network : dealer standards, market coverage, market share - Ordering and planning the car stocks together with the provider ( Mazda Europe ) - Negotiating prices with Mazda Europe and the local management - Organizing and supervising the import process and procedures - Organizing and supervising the distribution through dealers - Proposing and negotiating the dealers pricing policy. - Organizing and developing the importer’s team and logistics - Sales force policy: recruitment, training programs, commissions, career development
- Planning and proposing the short and mid term development of the business – sales plan, team development, product development. - Recruiting, training, developing the dealers, sales team and sales support. - Negotiating individual targets - Co-coordinating and supervising the sales process and sales support. - Identifying new markets - Proposing and participating in the elaboration of new products and procedures - Train, supervised, and coached the Account Managers in order to reach performance - Team and individual evaluation - Negotiating and closing special contracts with special clients - Reporting to the General Management.
Charged with the sales force training. Involved in creating new training programs, implement them, effective-training sessions, follow-ups, coaching. Starting with Jan. 2000 I was also charged with recruiting, and training for the sales force Managers ( Unit Managers, Agency Managers ) As long as ING Insurance sales force consisted of about 2000 people, together with 200 managers, that part of the job became my main activity till September 2000 when I was promoted to Group Insurance Manager