Head of Dealer Sales

Field, GB

Role: Head of Dealer Sales

Location: Field Based

This role requires a strong combination of leadership, strategic planning, sales acumen, and customer relationship management. You’ll need to balance driving new business with nurturing and expanding relationships with existing customers, ensuring both market share growth and long-term profitability.

This role places you in a highly influential position as a member of the Prax Leadership Team (PLT), directly reporting to the Company Owner and Chairman. It provides a significant platform to demonstrate your leadership capabilities, strategic skills, and the full range of your professional assets.

Principal Responsibilities

Team Leadership and Development:
- Lead, Mentor, and Drive: You’ll be hands-on in leading a team of Business Managers (BMs), providing coaching, mentorship, and organisation to ensure they achieve outstanding sales results.
- Inspiration and Motivation: Your role is to inspire and motivate the team, fostering a culture of high performance and accountability.
Strategic Sales Planning:
- Sales Planning and Goal Setting: Develop a comprehensive sales plan and establish specific sales goals for each BM. The aim is to maximize sales profitability, drive growth, and enhance account penetration within assigned territories.
- Market Share Growth: Focus on increasing the company’s market share in the UK Dealer Market while also improving bottom line profitability.
Direct Sales and Business Development:
- Personal Involvement: Actively participate in securing new business accounts and customers, particularly in developing key accounts identified as having high potential.
- Brand and Product Promotion: Effectively sell and promote the company’s branding, products, and related services to new and existing customers.
Customer Relationship Management:
- Manage Existing Customers: Beyond acquiring new customers, you'll also manage existing ones, focusing on retention and expanding the range of services they use.
- Customer Retention and Loyalty: A key aspect of your role will be to ensure that good customers are retained and their relationships with the company are deepened by tying them into additional services.
Financial Management (P&L Responsibility):
- P&L Oversight: You’ll be responsible for the full profit and loss (P&L) of your division, ensuring that financial targets are met or exceeded.
- Capital Expenditure: Manage capital expenditure effectively, ensuring that investments are aligned with strategic goals and deliver the expected return on investment.
Credit Risk Management:
- Oversee credit risk: ensuring that the company’s financial exposure is minimized and that customer accounts are managed prudently.
Overall Financial Performance:
- Ensure that the overall financial performance of the team aligns with the company’s objectives, driving profitability and sustainable growth.

Qualifications, Qualities, Knowledge & Experience

For such a senior sales role managing people and a P&L, the ideal candidate should have:

Qualifications:

Bachelor’s Degree (preferably in Business, Marketing, or Finance); an MBA is a plus.
7-10 years of sales experience with a proven track record.
3-5 years of leadership experience managing a sales team.
P&L management experience, including budgeting, forecasting, and financial analysis.
Proficiency with CRM tools and strong analytical skills.

Qualities:

Inspirational leader with strong coaching skills.
Strategic thinker with a focus on results and profitability.
Excellent communicator with strong interpersonal and relationship-building skills.
Adaptable and financially disciplined, with a commitment to ethics and integrity.