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Sales Management Department Manager

Date: 19-Jul-2019

Location: Bracknell, GB

Company: Honda Motor Europe Ltd

Job Title:Sales Management Department Manager 
Department:UK - Marketing, Product & Business Management 
Job Location: Bracknell 


Reporting to the Head of Sales, this is a pivotal role in the active support to achieve the HME (Honda Motor Europe) Sales & Profit objectives. The role holder acts as the vital link between several departments like Sales Operation, Supply and Logistics within the HME Automobile Division, as well as between HME and the Branches/Countries providing:


  • Overall Genba-Input to the HME central objective and target setting process
  • Communication of these target’s and HME direction/policy to each Branch/Country
  • Regular and ad-hoc reporting to share/provide overview of sales- & stock-situation
  • Managing Sales-Forecast process internally & external based on defined KPI’s/TGT’s
  • Planning & monitoring of European Stock-Situation in line with defined standards
  • Analysing supply & demand issues and propose solutions throughout the supply chain
  • Manage, guide & train the related Team-Members of the Sales Management Department
  • Support on the process of system’s selection, implementation and execution, “best practice” sharing, processes and ideas across the business’s supply chain operations, to drive continuous improvements in all aspects of business operations and customer satisfaction


Key Performance Measure:

  • Providing regularly up-dated reports and forecasts on Order-Bank, Registration & Wholesales, stock-situation, as well as on the PAN-E daily operational control KPI’s by using available sources and understanding of future product supply
  • Organise and join regular meetings with Sales Operation Team and Branches/Countries in order to understand commercial- & trading teams on forthcoming campaigns to align and support as appropriate and feedback to the business on effectiveness of stock and delivery
  • Ensure timely preparation and support on presentations for regular and ad-hoc meetings, as well as for project related studies
  • Secure ongoing information-exchange and communication with stakeholders in other departments, HME Distributor-Team, as well as with Team-Members of HM (Honda Motor) Regional Operations (European Region) and Branches/Countries


Main Accountabilities:

  • Manage and improve Sales Management function including Branch Sales-Forecast operation, Stock-Management, Niguri review and Seihan flow support
  • Secure the correct and timely prepared distribution of Management-Reports
  • Follow-Up and strengthen Sales- and Stock KPI-Management, incl. TGT-Setting and implementation process, within HME Automobile Division
  • Ongoing review of System-Functionality and Data-Sourcing to allow problem solving and further improvements in accuracy and functions
  • Ensure & support the information-flow between Supply & Logistic <-> Sales Operation 


Main Responsibilities:
Sales Performance 

  • Support the achievement of planned Registration- and Wholesales-Volumes across the Branches/Countries by securing availability in line with latest Budget-Plans of the individual Markets
  • Organise and manage regular meetings with Branches/Countries to review the individual Sales forecasts in order to align as much as possible demand with availability
  • Evaluate Branch/Country sales forecasts and performance based on available data like results in the past, back-order and availability situation, as well as Customer-Order trends to identify gaps and risks in order to allow countermeasure actions in time
  • Influence and guide Branch-/Country-Management on Sales forecast accuracy to achieve planned sales-volume and model-mix to avoid risk of aging-stock
  • Develop predictive Forecast based on data for COI & Registrations to help Senior- and Top-Management to take actions at early stage
    Strategy and Planning
  • Monitor and evaluate Sales-Trends vs. planned production and stock-situation, to be able to advise appropriate actions within Branches/Countries & HME Central functions
  • Improve the forecast accuracy on Branch-/Country-Level
  • Responsible for Data accuracy within the PAN-E Sales-/Reporting systems and tools, to allow correct decision making
  • Provide support on new Model SP (Sales Planning)-Flow by providing requested data- and market-information, as well as the planning on availability and delivery
  • Continuous improvement on existing tools and systems, as well as change-proposals based on future needs and optimisation
    Profitability improvement
  • Support Business Management in the preparation of Budget- and Pricing-Events by providing data on request
  • Follow-Up and highlight major variances within Branch/Country sales forecast vs. latest Budget-Plan and request rationale explanations to understand changes in profitability
  • Manage Branch-/HME-Stock within the defined TGT’s and monitor stock-age to avoid costs on aging-stock
  • Lead, manage and direct the assigned direct reports by overseeing the day to day business, as well as considering the divisional mid- to long-term tasks and goals
  • Continual coaching, developing and mentoring of direct reports and inspire and motivate by identifying Key-Areas for improvement
  • Organise and attend regular meetings with Team-Members, as well as attend meetings with other management members of the Division
  • Provide ‘support & challenge’ to Branch Management Team and encourage them to achieve sales objectives by demonstrating HME capability and competence on Sales forecast, stock- and overall KPI-Management
    Managing Operations
  • Responsible for robust and accurate Sales Management processes and procedures through PDCA of Branch/Country and HME sales forecasts & Niguri operation
  • Assist and support HME Supply & Logistic functions by leading Sales Management involvement in Seihan operation
  • Lead the PAN-E Sales forecast management by regular reviews with Branches/Countries and feedback to all related functions based on PDCA, changes, PPA, etc.
  • Manage and follow-up the opening and closing of the Order-Systems on Model-Level for all Branches-/Countries and direct HME Sales Operation & Supply on actions to ensure smooth run-out/good sales-start
  • Support and improve a high level of communication between Branches/Countries and HME, incl. advises and support based on defined ways of working
  • Secure and improve daily / monthly Sales Management reporting by implementing standard formats and Key-KPI’s and information
  • Close relation with Team Sales Operation and using the active support to secure and follow-up tasks and actions on Branch-/Country-Level


Personal Requirements:

This is a regional role requiring the job holder to work in HME, but based on request and business situation it will may be required also to travel to visit Branches/Countries and other Honda entities. Therefore, the job holder must be prepared to travel and be away from home, as well as manage this effectively within the given resources.


Furthermore, the job holder must be able to work autonomously and have the stature, presence and credibility to represent HME Automobile Division in any internal and external Meetings.


Qualifications, skills and experience required:

  • Results oriented, over achiever, comfortable balancing priorities and working to tight deadlines
  • A balanced portfolio of skills and abilities ranging from strategic Sales-Planning to hands-on tactical programme implementation incorporating:
    • Position within a Branch Senior Management Team
    • Field based Dealer-Network facing experience
  • At least one experience in other disciplines like Supply & Logistic, Business management, Dealer Development
  • Established leadership and people management skills that complement and instil Honda philosophy and Honda’s core management principles
  • A commercial mind and attitude with the ability to maintain business disciplines across numerous activities
  • Keen to learn how Honda works across all business units and the ability to gain respect and cooperation from colleagues to achieve the Honda business vision
  • Strong team player and an inspirational leader
  • Good understanding of process and flow of information
  • Excellent networking and relationship building skills
  • Straight talking, open and honest approach with a high level of personal integrity and standing
  • Degree qualified or equivalent would be an advantage
  • Fluent in English language, one other relevant language skill is preferable
  • The drive to progress further in the organisation in HME and/or Branches would be an advantage

Honda Motor Europe is dedicated to the principle of creating equal opportunities within the workplace for all associates, agency workers, contractors, job applicants and visitors. Central to this is Honda's commitment to being a fair, discrimination free company that accepts the uniqueness and differences of people around the world and adheres to the principle that all people are created equal. This commitment comes directly from the Honda Philosophy and belief that we all work together for a common purpose. Honda recruits, hires, trains and promotes into all levels the most qualified individuals without regard to race, colour, origin, religion, gender, sexual orientation, age, disability or any other protected characteristic.

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