POSITION: Commercial Sales Senior Manager
POSTING END DATE: 09/07/2024
LOCATION: Coventry, West Midlands
SALARY: Competitive
JLR is a House of Brands. Range Rover. Defender. Discovery. Jaguar. Truly distinct, global brands that embrace our modernist design philosophy and are emotionally compelling and unique. JLR’s Reimagine strategy - to realise our vision to be proud creators of the most desirable, modern luxury brands, for the most discerning of clients - is delivering a sustainability-rich vision of modern luxury by design and we are transforming our business to become carbon net zero across our supply chain, products, and operations by 2039.
WHAT TO EXPECT
Optimise sales performance and demand in the UK market through management of commercial levers, maximising performance while maintaining and securing Modern Luxury principles in the market.
THE ROLE
Key Responsibilities
- Lead delivery of competitor commercial analysis, including benchmarking, to identify market and product positioning requirements, sharing insights across the UKNSC
- Develop and execute Variable Marketing Expense (VME) plans across all sales channels
- Optimise pricing strategies, promotions, incentives, and discounts to maximise sales performance and profitability
- Implement trading controls and dynamic pricing strategies to optimise sales performance within the UKNSC
- Manage variable commission structures for retailers, including analysis of margin performance
- Monitor market demand, inventory levels, and competitive dynamics to adjust pricing for maximum profitability
- Responsible for retail excellence programmes including mystery shop and other initiatives
- Lead the development and implementation of commercial business plans, encompassing sales targets, marketing initiatives, product launches, and channel strategies
- Oversee the management of corporate fleet vehicles, planning and execution of retailer demo and showroom vehicles
- Establish and maintain effective sales administration processes, including order processing, documentation, invoicing, and reporting
- Cultivate and nurture strong relationships with direct retailers, serving as the main point of contact for commercial discussions, issue resolution, and collaboration
- Undertake any other work as directed by their line manager in connection with their job as may be requested from time to time
Key Performance Indicators
- Sales performance
- ROI of VME spend - Retail, fleet and used
- Reporting and forecasting accuracy
- Retailer satisfaction
- Corporate fleet utilisation
Key Interactions
- UKNSC
- Brand Directors
- Finance
- Communications and Insights
- Customer Experience
- Financial Services (inc. LBG)
- COEs
- Market and Business Operations
WHAT YOU’LL NEED
Essential Knowledge, Skills and Experience
- Leadership, team management and communication
- Relationship management and collaboration
- Strategic thinking and analytics
- Excellent sales optimisation and commercial experience
- Ability to work independently and proactively, taking full ownership and responsibility for own work; fully invested in achieving a successful result
- Ability to view things as a team rather than individual project level, considering the wider team needs
- Strong interpersonal/communication skills, including ability to manage/lead/support relationships and communicate effectively at all levels
- Strong influencing skills
- Relevant degree or equivalent experience preferred / relevant apprenticeship or equivalent experience preferred
Personal Profile
Essential
- Demonstrates our Creators’ Code behaviours of Customer Love, Unity, Integrity, Growth and Impact
- An inspirational leader
- An individual with a customer love mindset who is easy to do business with and makes people feel special, driven to deliver experiences that are personalised, transparent and dependable
- Someone who supports team unity, who actively develops and empowers other team members
- Someone with integrity & empathy who holds the customer experience above all else, even when it is challenged
- Someone who embraces a growth mindset; resilient and enthusiastic who responds constructively to new ideas and inputs
- Someone who understands their impact, who can work independently, is motivated by results, demonstrates tenacity, drive and perseverance with the ability to deliver solutions in a complex, highly demanding environment
- An individual, who can work independently and collaboratively with teams, is results driven, demonstrating tenacity, drive and perseverance with the ability to deliver operational plans in a complex, highly demanding environment
- An individual with the capability to combine a short term, pragmatic focus with medium term planning
- A resilient and enthusiastic who responds constructively to new ideas and inputs
Desirable
- An individual with the ability to challenge existing thinking in a positive way whilst building credibility and trust through experience and personal style
#WEAREJLR
At JLR, we are passionate about our people. They are at the heart of our business. We are committed to fostering a diverse, inclusive culture that is representative of our global customers and the society in which we live; a culture in which every one of our employees can bring their authentic self to work and reach their full potential.
You will find the opportunities to further your career with a world-class team, access to select two of our luxury premium vehicles to lease at an extremely favourable cost compared to traditional company car lease schemes, membership of a competitive pension plan, private medical cover (which includes travel insurance) and performance related bonus scheme. All this and more makes JLR the perfect place to continue your journey.
This role may offer the opportunity for hybrid working where you can split your time between working from home and in the office. At JLR, hybrid working is a voluntary, non-contractual arrangement providing employees with more choice and flexibility around how, when and where they work, if suitable for their role. Further details can be discussed with the Hiring Manager at interview stage.