Head of Sales
Job 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
- 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
- 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
- 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
- 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)
- 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
- 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
- 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
- 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
- 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
About GM
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Why Join Us
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We encourage interested candidates to review the key responsibilities and qualifications for each role and apply for any positions that match their skills and capabilities. Applicants in the recruitment process may be required, where applicable, to successfully complete a role\-related assessment(s) and/or a pre\-employment screening prior to beginning employment. To learn more, visit How we Hire .
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