Head of Sales

Description

The Head of Sales is responsible for leading the wholesale strategy and the sale performance . This role drives vehicle sales to dealers, ensures network profitability and efficiency, and oversees the expansion and optimization of the retail footprint. The position also plays a critical role in managing used car strategy, residual values, and the remarketing of buy-back vehicles as well as the supply logistic in collaboration with global teams. 

Scope: Focus mainly on Ger, UK, CH, FR, SW, Israel, Ireland 

Key Responsibilities

1. Wholesale & Sales Performance

Own and deliver wholesale volume targets (dealer sales) aligned with national/regional objectives 

Manage monthly, quarterly, and annual sales forecasts and ensure accurate pipeline visibility 

Drive achievement of revenue 

Monitor dealer stock levels to optimize inventory health 

All channel including B2B and fleet 

Manage quarterly campaign cross functionally with finance and marketing teams 

Manage and steer the performance of our sales team where we have direct to consumer sales models with our own showrooms. Retails expertise 

2. Dealer Network Management

Lead and maintain strong relationships with dealer principals and groups 

Oversee dealer performance through KPIs such as sales volume, profitability, customer satisfaction, and standards compliance 

Implement performance improvement plans for underperforming dealers 

3. Used Cars, Residual Value & Remarketing

Oversee remarketing of buy-back vehicles (e.g., leasing returns, fleet returns, guaranteed future value programs) 

Manage certified pre-owned (CPO) programs and support dealer used car performance 

Optimize residual values through pricing strategy, volume control, and channel management 

Develop remarketing channels (dealer network, auctions, digital platforms, exports) 

Monitor used car market trends and ensure alignment between new car incentives and residual value protection in conjunction with product marketing 

5. Commercial Planning & Forecasting

Develop robust sales forecasts in collaboration with production, supply chain, and finance teams 

Align wholesale planning with production capacity and market demand 

Manage order bank and vehicle allocation strategies 

6. Retail Performance & Sell-Out Support

Support dealers in driving retail sales (sell-out) through campaigns, incentives, and marketing initiatives 

Collaborate with marketing on product launches and promotional activities 

Ensure strong execution of sales programs at dealer level , securing operational excellence in lead management from sales team. (salesforce usage) 

7. Team Leadership

Lead, coach, and develop regional sales managers and dealer performance teams 

Set clear targets, KPIs, and performance management processes 

Build a high-performance, commercially driven culture 

8. Cross-functional Collaboration

Work closely with marketing, finance, supply chain, aftersales, and captive finance teams 

Ensure alignment between wholesale strategy, retail demand, and residual value management 

Provide market intelligence and feedback to product and planning teams 

Qualifications & Experience

Bachelor’s degree in Business, Automotive, or related field (MBA preferred) 

Extensive experience in automotive sales, including dealer network and used car/remarketing exposure 

Proven experience in wholesale management within an OEM environment 

Strong understanding of leasing, residual values, and used car economics 

Key Skills

Deep expertise in dealer network management and automotive retail dynamics 

Advanced forecasting and analytical capabilities 

Commercial acumen (pricing, incentives, lifecycle value management)

Leadership and stakeholder management 

Negotiation and relationship-building with dealer groups and finance partners 

Key Performance Indicators (KPIs)

Wholesale volume vs. target 

Dealer network profitability and performance 

Forecast accuracy 

Inventory turnover and stock health 

Residual value performance 

Used car sales and remarketing efficiency 

GM does not provide immigration-related sponsorship for this role. Do not apply for this role if you will need gm immigration sponsorship now or in the future.

This role is categorized as hybrid. This means the selected candidate is expected to report to a specific location at least 3 times a week {or other frequency dictated by their manager}.

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