The Sr Zone Manager is responsible for the development and performance of all sales, aftersales and advertising activities in a Cadillac Zone. Builds and leads a dynamic field team, provides leadership towards the achievement of maximum profitability and growth in addition to building strong relationships. Establishes plans and strategies to expand the customer base for the dealers in the zone. Work involves a great deal of communication, creativity, negotiation, presentations and decision making. The position has wide latitude for independent action. Will lead support personnel in the areas of product training, vehicle technology training, accessories, financial services, business development and dealer digital marketing strategy.
The selected candidate will assume territorial responsibility over California and Hawaii . Relocation may be provided.
Role Responsibilities
- Drive Sales and Aftersales objective attainment for the zone
- Promote Local Market Association (LMA) alignment and effectiveness through dealer and agency partnership
- Drive communication that supports the Cadillac Business and Go-To- Market Plans
- Mentor, train, coach and develop district manager talent
- Champion the development of a Business Development Culture that drives sales and aftersales opportunities
- Encourage dealer engagement and excellence in Tier Three digital
- Direct district manager teams to optimize inventory turn rates
- Work in partnership with the Accessory Distributor and Installer (ADI) to facilitate dealer and LMA accessory integration
- Assist in development and implementation of Zone customer retention and conquest strategies
- Hold dealers accountable through a robust dealer business and action planning process for Sales and Aftersales growth
- Manage the facility image program while overseeing the dealer network in the Zone
- Champion overall Zone training performance and Sales and Aftersales excellence
- Spearhead the customer experience process as so the customer is at the center of everything we do
- Administer dealer contractual agreements; ensure compliance to retail sales performance, customer satisfaction, dealer profitability and net working capital
- Ensure proper utilization of dealership empowerment tools
Role Qualifications
- Bachelor’s degree in business, Marketing, or related areas, MBA or Masters preferred
- 9+ years’ experience in sales, marketing, or related fields required
- Dealer contact experience.
- Results-Oriented Leadership – Demonstrated ability to drive sales growth and meet or exceed performance targets by aligning field strategy with GM’s broader business goals.
- Influential Communicator: Strong ability to lead through influence rather than authority. Motivates cross-functional teams, dealer partners, and internal stakeholders toward shared
- Relationship Management: Proven success in building trust-based, long-term partnerships with dealership personnel, regional leadership, and cross-functional partners.
- Computer skills to develop, maintain & analyze complex sales data at district, zone, and regional levels.
- Data-Driven Decision Making: Uses performance data, retail metrics, and customer insights to make informed decisions and tailor action plans by market.
- Excellent organizing & planning skills to coordinate multiple simultaneous tasks – Agility and Adaptability – Comfortable working in fast-paced, changing environments while remaining focused on delivering results and adapting strategy in real time. Demonstration of willingness to innovate and embrace change in a positive way that may be unpopular but needed.
- Ability to work independently & deal with conflicting priorities while managing their team, advising senior leadership, and dealers.
- Ability to think strategically and navigate highly complex business objectives.
- Prior supervisory or leadership experience in managing dealer-facing teams is preferred.
- Coaching and Development – Demonstrates highly effective on-the-job coaching, mentoring, and developing employees. Also demonstrates strong ability to address performance to enhance field team capabilities and dealer performance.
- Conflict Navigation – Comfort with addressing conflict. Skilled in addressing performance gaps, navigating dealer or team conflicts, and delivering feedback in a direct yet collaborative manner to reach resolution.
- Creative Problem Solver - Extensive knowledge of problem analysis methodologies & ability to develop innovative solutions to complex business challenges in high-pressure or resource-constrained environments.
- Delegation and Prioritization – expertly manages workload across multiple districts supporting large groups of dealerships and team members by prioritizing high-impact activities and empowering others to take ownership.
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