Background:
Volkswagen Financial Services Ireland (VWFSI) has been providing innovative and market leading car finance solutions to people all over Ireland since 2008. With a wide variety of finance, leasing and servicing options, our aim is to support the sales of our Volkswagen Group Brand Partners (Volkswagen Passenger Car, Audi, Skoda, SEAT, CUPRA and Volkswagen Commercial Vehicles). With over 120 dealers and over 70,000 customers, Volkswagen Financial Services Ireland has become one of the largest car finance providers in Ireland.
Reports to:
Managing Director – Front Office
Objective:
The Head of Sales is supported to deliver the Volkswagen Financial Services (VWFS) strategy through ensuring its commercial success. This will be achieved by collaborating with all customer channels and steering the Sales & Direct Fleet functions to reach strategic sales objectives by successfully managing the relationship between Volkswagen Group Ireland (VWGI) Dealer Network and VWFS. In addition, representing the sales function interests at Brand, HQ and in local Projects. The ultimate goal is to generate loyalty and a profitable relationship between the client, the dealer, the brands of the VWGI and VWFS.
Key Accountabilities:
- Drives Sales Strategy across VWFS – identifying new opportunities within sales; develops and implements dealer incentivisation schemes
- Steers the sales function –
- Develop sales performance and manages campaign success.
- Designs develops sales KPI’s reports/dashboards.
- Designs and re-designs geographic areas as well as frequency of visits based on dealer volume, distance and (multi) brand approach.
- Leverages digitalisation initiatives to reduce current recurring activities of field sales force.
- Drives the Sales support and training unit – ensuring sales compliance.
- This role is a pre-approved controlled function role (PCF-17) as defined by the Central Bank Reform Act Regulations 2011 and will be required to comply with the necessary Fitness and Probity obligations.
- Member of the VWFS Board of Management
Tasks:
1. Delivery of VWFS Annual Sales KPI’s for Dealer Sales and Direct Fleet channels – incl. volume, new car finance penetration, used car volumes, multi-brand approach, dealer lease volumes, service plans, VAPS penetration and margin management.
2. (a) Determine and deliver the Sales strategic approach in coordination with the Senior Leadership Team.
(b) Implements sales compliance guidelines on market level by defining and delivering the dealer network training strategy (with the Dealer trainer) through GAP analysis, Mystery Shopping and support rollout of new products and services through training programmes; and
(c) Professionally represents and consistently implements VWFS strategy, philosophy, products and market approach at all times.
3. Develop and effectively manage relationships across VWGI dealer network, VWGI, internal departments and external third parties.
4. Acts in a leadership role to coach, motivate and drive the development of the Sales, Direct Fleet and Training Team through side-by-side coaching, performance appraisals and team meetings. Provides field support to the Sales Team in proactively managing Dealer relationships.
5. Responsible for Dealer Sales and Direct Fleet performance, including training impact monitoring, ensuring that deviations from budget are understood, managed and remedial actions are documented and implemented successfully.
6. Annual negotiation, management and delivery of sales and planning targets with and through the Dealer Network. Develop, adapt and implement Dealer incentivisation schemes.
7. Drive change and efficiencies through constant review of performance and activity. Delivery of initiatives and strategic projects (e.g. Project One, Sales Leasing Leads, Dealer Framework Agreement, Regulatory Changes).
8. Identify market opportunities through the delivery and analysis of detailed competitor analysis (product, process, systems) and market intelligence. Provide qualified market and dealer feedback to support stakeholder steering by Senior Management.
9. Represent the Dealer as a customer, as a member of Management Board.
10. Ensure compliance with all regulations associated with specified function under the Central Bank’s Minimum Competency Code.
11. Plan and direct commercial strategies of the Direct fleet business unit, according to the needs of the fleet segment, to achieve the objectives of unit sales, penetration and profitability.
12. Establish business relationships with strategic fleet customers, with a vehicle fleet greater than 10 units, in accordance with the company's code of ethics to develop their loyalty and achieve a profitable long-term business relationship.
13. Develop and deliver VWFS IE’s used car growth strategy.
Level of decision-making power/authorisation (competence):
- Resource Requests and Allocation
- Budgetary Control and achievement of specific sales volumes
- Member of the board of management of VWFS
- Shaping and driving the Sales Strategy and Dealer Incentivization schemes
- Critical thinker – data analysis; reporting
- Senior Relationship Management with Dealer Network
- Develop and establish strategy of Direct Fleet to accomplish market-specific Fleet sales and profit targets.
- Coordinating efforts between support functions on market level, e.g., Controlling, HR
- Perform roll-out of new products
- Execute business initiatives and perform rollout of new products
Requirements for the position: education/further training/experience:
- At least 10 years Sales Leadership experience with strong business acumen and gravitas gained in the Financial Services and /or Insurance Industry or similar environment.
- Strong people management with ability to manage and motivate a sales team with diverse functional roles to achieve sales volume targets.
- Educated to Degree level/MSc level in a relevant Business/Marketing/Sales discipline.
- Assertive, proactive communicator with excellent interpersonal skills.
- Innovative and critical thinker – with the ability to develop sales programmes and initiatives to deliver sales volume targets.
- Proven track record in negotiation skills and ability to perform under pressure in a fast-moving environment.
- Meets the Minimum Competency Requirements of the role (as determined by Central Bank of Ireland) and maintains a track record in continuous professional development CPD.
- Experience working at senior leadership team level – team player with collaboration skills to deliver a shared vision.
- Work experience: Commercial, Finance-risk, Insurance, marketing, after sales, customer care and fleet management areas.
- Experience in developing and rolling out of Insurance Intermediary activities desired but not required.
