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
2. Dealer Network Management
- 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
3. Used Cars, Residual Value & Remarketing
- 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
5. Commercial Planning & Forecasting
- 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
6. Retail Performance & Sell-Out Support
- 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)
7. Team Leadership
- 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
8. Cross-functional Collaboration
- 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
Qualifications & Experience
- 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
Key Skills
- 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
Key Performance Indicators (KPIs)
- Wholesale volume vs. target
- Dealer network profitability and performance
- Inventory turnover and stock health
- Residual value performance
- Used car sales and remarketing efficiency
