District Sales Manager

LOCATION:
Field based in Scotland & Ireland (candidate must be based in Scotland)

District Sales Manager is responsible for driving the business with the aim to achieve the target assigned by the Network Sales Manager. He/she manages the business with the objectives of growing the penetration of the brand in the area (MS), liaising with dealers and customers.

• Responsible for the achievement of Market sales objectives in terms of market share, volumes and margin assigned, whilst supporting the business targets towards CO2 CNG/LNG optimisation and electrification mission.
• Close co-operation with assigned dealers to ensure maximum sales performance New and Pre-Owned units, by means of Dual Customer Visits, Weekly and Monthly analysis of Order Intake.
• Supporting dealers to achieve both Sales Commercial Policy Targets and Retail Excellence Network Quality Targets
• Define the dealer target based on the area MS ensuring Monthly and Quarterly Monitoring of Set Targets
• Control and manage the sell-out activity in connection with the dealers to optimise the sellout of company inventory (Tutela, Driveaway and OCF
• Manage the Planning, Forecasting, Ordering & Scheduling processes in connection with the Commercial Logistics Dept. of the market.
• Support of the marketing initiatives (promotional events, demonstrations, open days, factory visits and product presentations, local commercial and financial campaigns);
• Monitor Dealer inventory levels and analyse the assigned Dealer Territory in order to verify the proper coverage.
• Coordinate and assist dealer’s salesforce in closing deal where needed in order to optimize sell-out and stock
• Continually evaluate dealer´s business management, to support market growth opportunities and facilitate financial support
• Constant monitoring of dealer salesmen activity, new contacts (prospection), open deals, time dedicated to sales activity (efficiency), including Lead Generation Programme and the CRM system.
• Organize or take part on regular sales meeting into the dealership and reporting to Network Sales Manager.
• Assess the market potential and its trends and propose the required actions to further develop the business and monitor competitors’ activity in the assigned territory.
• Coordinate the activity with Market Functions (Marketing, Capital, Elements, Preowned, Logistics, and After Sales);
• Develop the business in the assigned territory working closely to the Dealers/Distributors and authorized workshops existing organization and sub dealer management.
• Direct managing and monitoring of PROSPECT activity in the area through DMS tools
• Daily support of salesmen for specific deal (Dealer Key Account) with possibility to adapt discount in accordance with Commercial Policy
• Prepare Deal sheet for specific deal (DKA and pack deals) to an accurate level within DOA
• Develop and monitor preowned dealer sales in proposing Pre-Owned Certified units, managing Incoming stock to allow early re-Marketing and Sales.
• Manage pre-owned units’ refurbishment in the Dealer workshop in accordance with customer and market requirement
• Strives for profitable growth of the business in line with company’s guidelines
• Direct cooperation and support with Iveco Capital colleagues in the area
• Monitor and dimension the dealer new and preowned vehicles turnover based on credit line assigned by Iveco Capital Credit Manager
• Monitoring of Dealer DEMO activity in the area.

• Heavy Truck Sales and Pre-owned Experience (6 years or more)
• User Experience (5 years or less)
• Impeccable verbal and written communication skills
• Advanced IT competencies, including Microsoft Word, Excel, PowerPoint & CRM systems

• Excellent organisation and time management skills
• Ability to multi-task in a high-pressure environment
• Ability to solve problems
• Ability to effectively work independently and within a team

• Eligibility to work in the UK & ROI
• Full clean Driving Licence
• Ability to travel, with some over-night stays