Franchise Planning Section Manager

At Honda we embrace inclusion in our various policies, so whilst our contracts state that the hours are as required to fulfil the role with a minimum of 35 hours per week, we offer flexibility for when you work.  The regular office hours are 08:00 – 16:00 Monday to Thursday with a half hour lunch break & 08:00 – 13:00 on a Friday.  However, we offer flexibility of when you work with our daily flex-time start of between 07:00 and 11:00 providing that there is no business requirement.

Whilst there is no contractual right to work from home, the flexibility we offer is that you can request to work from home for a maximum of 50% of the working days in any one month, again providing there is no business requirement to attend the office.

Role:
The Franchise Planning Department's primary function is to develop and implement a market representation strategy for car sales in Europe aimed at delivering a superior customer experience, fostering strong and profitable dealer partnerships, and ensuring optimal efficiency to support Honda's business objectives. Reporting to the Network & Commercial Development Department Manager, the ‘Franchise Planning Section Manager’ role oversees a number of core activities to contribute to this:

• Franchise Plan – mid/long term sales representation approach and action plan.
• Approved Used Car Programme – Centralised programme to increase used car sales and dealer/retailer profitability.
• Dealer/Retailer Sales Process – standardised Honda sales and marketing process.  

The role requires strong stakeholder management working in collaboration with the Branch Dealer Development Managers in each market, and European office roles such as the Regional Sales Managers who work with Branch offices to ensure volume and profit targets are achieved, and Customer Division (aftersales) functions who are responsible for retail environment, minimum network standards, and dealer business and profit reporting (Composite).

The functions delivered by the team are supported by a several 3rd party suppliers, so strong supplier management experience is needed to develop positive partnership relationships and ensure the optimal results to support Honda’s business objectives. Regular liaison with suppliers is required including quarterly supplier reviews, supplier tender process support, and communication to the wider Honda business to keep them informed and involved in various initiatives.

As required the role will also contribute to various other projects such as the “Future Sales Programme” to ensure a seamless customer transition from online to offline at the dealer/retailer (omnichannel).

Main Responsibilities:
Franchise Policy and Strategy

• Support the development and approval of the Franchise Strategy at DDAC (Dealer Development Action Committee – governance function for decision making)
• Support each market/Branch with the implementation of the Franchise Strategy with clear and regular communication. 
• Monitor the ART process (Appointments, Replacements, & Terminations), ensuring the appropriate two-way communication with Branches and HME office, and any changes are in line with governance rules set out by DDAC.
• Agree KPIs (key performance indicators) with clearly defined and measurable control items with agreed target levels to monitor the implementation of the Franchise Strategy. 

Franchise Plan Preparation

• Work with Branch Dealer Development teams in each market to create a Franchise Plan for each country, ensuring an ideal dealer network for optimal performance and long-term growth with a clear action plan at the dealer / territory level.
• Collaborate with Branch staff and HME Customer Division to develop systems and processes for reviewing and analysing the current dealer network and developing the Franchise Plan.
• Provide a clear schedule and ensure milestones are met on time.

Franchise Plan Implementation 

• Monitor the implementation of the Franchise Plan with quarterly reviews with Branch offices and preparing progress reports for management review and presentation at DDAC.
• Support Branch in fulfilment of Open Points;
  • Review competitor performance in open AOR’s.
  • Support preparation of materials to prospect Investors in open AOR’s.
  • Support Branch for Investor meetings.
• Monitor the Service Network ensuring the Dealership coverage maintains an acceptable standard of Customer convenience.
• Create and keep up to date monitoring mechanisms for evaluating progress towards implementation of the agreed country franchise plan.
• Develop and maintain basic information on all Honda dealer networks through DCMS (Dealer Contract Management System), making sure the current dealer network is reflecting any ART changes.

Dealer Contracts

• Evaluate and manage in coordination with HME Legal Department any changes that may impact the dealer networks through legislation.
• Confirm all dealer contracts by country and support Customer Division in the implementation of new Minimum Network Standards across the region.
• Ensure all dealer contracts are loaded into the DCMS system.

Network Development Activities

• Lead monthly meetings with Branch Dealer Development Managers to communicate the status of, and actively encourage contribution to European Franchise Planning activities.
• Analyse the sales performance of each Network and the Dealerships within.
• Review Dealership financial data identifying risks and opportunities.
• Review Market information identifying areas of opportunity and required representation. 
• Work closely with Customer Division. 

Used Car Programme

• Define Honda Approved strategy 2.0.
• Implement the Used Car programme at branch level as a key driver to Dealer business constitution improvement. 
• Actively promote with Branches, HME Sales Operations, and Honda Financial Services sales channels that can support used car business opportunity.
• Implement Pan E Point of Sale Programme.
• Project Management of the Used Vehicle Locator and improvement of Dealer utilisation. 

Training and Development 

• Coordinate and deliver consistent and successful implementation Sales Area Manager Honda Sales Process training instilling New Car and Used Car knowledge across the European Region with dedicated training sessions, based on establishing clear stakeholder responsibilities and time bound expected outcomes.
• Using Genba approach professionally deliver the Honda Sales Process training improving skills development at branch associates level.
• Based on PDCA cycle, identify opportunities to further evolve Sales Area Manager training to further enhance sales results (loyal/conquest) and dealer profitability.
• Lead the development of Pan E Sales training programmes to improve Dealership Sales performance.
• Prepare proposals for new sales training programmes. 
• Prepare and distribute reports based on the compliance by Branch of the Sales Training Programmes. 

Supplier Management

• Monitor supplier performance to ensure they meet agreed service levels and business targets.
• With support of HME Procurement, manage the tender process, including setting up processes for evaluating and selecting suppliers.
• Conduct quarterly business reviews to assess supplier performance against contracted SLAs and objectives.

Supporting Functions

• Support the Network & Commercial Development Department Manager in preparing and monitoring budgets for the Franchise Planning area.
• Support the Franchise Planning undergraduate with administration tasks such as recharging of programmes to Branches, and provide support & guidance to the undergraduate in the delivery of their personal development plan.
• Support Branch dealer development staff through best practice and development of skills.

Qualifications, skills and experience:
Required

• Experience within the Automotive industry, with understanding of both OEM and dealer operations.   
• High level of numerical competence, proficient PC skills (especially Excel & PowerPoint).
• Confident presentation skills and ability to create compelling business proposals.
• Well organised with the ability to work under pressure and effectively prioritise in order to meet tight deadlines.
• Initiative and influencing skills coupled to a strong ethic of teamwork. 
• Fluent in English (written and spoken).

Desirable

• Previous automotive experience in an OEM sales or dealer development role, and/or a dealer/retailer.
• Experience working in a European head office role.
• Experience of managing suppliers ideally within automotive industry. 
• Understanding of European automotive markets.
• Project management experience, or certification in project management.
• Degree in Business Management or related field.
• Additional European language/s. 
   

Honda is committed to the principle of equal opportunity in the workplace for all employees, temporary workers, contractors, applicants and visitors. Honda also encourages respect for the individual differences and talents of others while making full use of one's own abilities, based on Honda's philosophy of respect for the individual.

At Honda, we value and celebrate diversity and are committed to being a fair, non-discriminatory company that promotes and welcomes the uniqueness and differences of people around the world. We recognise that a diverse workforce allows for different ideas and perspectives, and we encourage everyone to share them. We strive to foster a culture of belonging that is consistent with Honda's core values and lived out in the way we work and respect each other. For us at Honda, diversifying our workforce means increasing its overall strength by providing people with equal opportunities - regardless of personal characteristics or previous careers.

This commitment flows directly from the Honda philosophy and the belief that we are all working towards a common goal. Honda recruits, hires, trains and promotes the most qualified/experienced individuals at all levels without regard to race, origin, religion or belief, gender, sexual orientation, age, disability or any other protected characteristic.