Head of Fleet

Inchcape is the leading global automotive distributor operating in more than 40 markets. We partner with some of the biggest brands in the business to power better mobility today and in the future.

Our diverse global team of over 20,000 talented people foster an inclusive and collaborative culture, championing a brilliant experience for our customers and partners. We're a dynamic and fast-growing business, dedicated to shaping a successful and sustainable future for the industry.

Here, you will unlock your full potential with career opportunities and learning experiences. You'll work with cutting-edge technology, ground-breaking innovation, and forward-thinking colleagues. If you are highly driven with a can-do attitude, and you bring out the best in yourself and others, then join us to power new futures.

Position Overview

This role is responsible for the design and execution of the Inchcape Fleet & Corporate Sales Strategy.

Working in close collaboration with the brand teams on product offering, pricing and supply management, the role will deliver sales growth across the Inchcape portfolio.

Key deliverables are:

• Establish and then maintain the Inchcape Fleet sales presence within the NZL market.
• Achieving Sales targets for Fleet and Corporate across the portfolio of brands
• Integrate with both the NZL leadership team and the Fleet & Corporate Centre of Excellence to deliver insights and executions that support the local market strategy.

Report to: Managing Director - Distribution

Dotted line – General Manager Subaru Australia, General Manager PCA, General Manager Inchcape New Zealand

Direct Reports (Team): Government Fleet Relationship Manager, Business Fleet Relationship Manager, Fleet & Government Relationship Manager – NZ, Fleet Support Relationship Manager, Fleet Administrator

Key Working Relationships: Brand General Managers, Brand National Sales Managers, Brand Marketing Managers

Key Responsibility

Strategy

• Design and implement the Fleet & Corporate sales strategy across the portfolio of brands.
• Ensure changes to the budget are focused on bottom line, in line with strategic initiatives and are managed effectively.
• Drive commercial effectiveness by determining the key financial drivers that add value whilst always ensuring our customers are central to our decision making
• Build strong relationships with the brands team to align on product portfolio, pricing and volume expectations and opportunities.

Corporate Sales

• Generate new corporate fleet business opportunities with a focus on direct client relationships (not FMO's)
• Manage direct to OEM client relationships
• Generate and submit corporate fleet tenders
• Provide support and guidance to the dealer network for Corporate Fleet sales strategies and fulfilment

Government Sales

• Generate new Government Fleet business opportunities.
• Key point of contact for Government procurement departments
• Manage tenders and submissions along with contract management and delivery requirements
• Provide support and guidance to the dealer network for local government (council) sales opportunities.

Brand Relationships

• Develop and maintain relationships with the brand teams to continue to drive market share and growth of the brand within the New Zealand market
• Align Fleet & Corporate Sales strategy with brand objectives to deliver on OEM performance requirements.
• Share regular market strategy and performance updates.
• Provide insights on product and pricing requirements to grow Fleet & Corporate Sales volumes
• Regular communication and alignment on volume requirements ensuring a smooth order to delivery process and minimising aged stock risk

Customer First:

• Ensure a customer service ethos that is second to none and that builds a genuine differentiation in the market and ensures repeat business is achieved.
• Manage issues with service delivery swiftly ensuring that customer remains the key priority and focus.

People and Culture Leadership

• Lead by example and inspire others by exhibiting exemplary behaviours in line with the One Inchcape Values and Behaviours.
• Foster an informing and engaging communication approach across the Inchcape Distribution division that creates an energy and shared purpose to the vision and strategy.
• Role model and drive a culture of accountability, customer focus and collaboration.

Business Process

• Create a culture of no compromise in the delivery of quality standards, operations and compliance.
• Monitor and ensure compliance with all Inchcape policies
• Maintain complete and up to date files of all Fleet and Corporate sales enquiries and interactions.
• Deliver key operations to best practice standards.
• Partner with all relevant stakeholders to ensure customer satisfaction / reputation remains front of mind.

Workplace Health & Safety

• Every employee has a responsibility to proactively manage risk and ensure a safe work environment. Responsibilities for this role include:
  • Follow standard safe work procedures
  • Identify and report hazards
  • Follow reasonable instructions
  • Act responsibly for the safety of self and others
  • Participate in HSE improvement activities
  • Wear designated personal protective equipment
  • Ensure tools are in a safe condition before use
  • Adhere to site safety rules

Please add specific responsibilities as found in the agreed Accountability and Responsibility matrix: HSE Responsibility & Accountability Procedure

Experience requirements

Essential Requirements:

• 5 years Sales Management experience from a Dealership and/or as a BDM in a Fleet Management Company
• Proven senior relationship management and sales skills
• Strong Automotive Product Knowledge
• Understanding dynamics of retail environment
• Proven ability to build and maintain a business relationship with F&C clients, add value to both business and achieve a positive result.
• Ability to introduce new initiatives to drive the business ahead of competitors
• Able to demonstrate strategic capabilities to create plans which are meaningful and resonate with others.
• A natural, innate interest in the business with a desire to contribute to a collaborative, team-based environment, beyond the direct remit of the position.
• Experience in leading change, particularly relating to enhancing the customer experience

Desirable Requirements:

Experience in Sales Leadership

Qualifications, Certificates & Licence requirements

Essential Requirements:

• Tertiary qualifications in Business or Commence
• Driver License

Competency requirements

Essential Requirements:

• Commercial acumen and a focus on the customer.
• Mature and well balanced, a team player clearly capable of relating well to colleagues.
• Motivational, with proven people leadership and excellent influencing skills.
• Outstanding interpersonal skills, with strong presence and the ability to build long-lasting relationships with internal and external parties.
• High levels of energy, driven to exceed expectations.
• A self-starter and decision taker; open, confident and persuasive, with excellent presentation and strong listening abilities.
• Strong sense of confidence and character with a professional, values-based disposition.
• Is a change leader and agitator
• Strong decision making and accountability

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.