Regional Sales at Watershed Consulting

Core purpose of the role

• The Regional Sales Manager is responsible for implementing sales strategies, driving revenue growth, and optimizing market share within the designated region for an automotive importer and retailer. The incumbent will oversee dealership sales performance, manage key customer relationships, and ensure that sales teams achieve their targets. This role requires strong leadership, market insight, and operational efficiency to align regional objectives with the company’s overall strategic goals.

Key deliverables and outputs

Strategic and Financial

• Develop and execute regional sales strategies aligned with corporate objectives.
• Identify and capitalize on opportunities to increase regional sales and expand the customer base.
• Establish and maintain strong relationships with dealerships, corporate clients, and key stakeholders.
• Ensure the achievement of regional sales targets and profitability metrics.
• Monitor market trends, competitor activities, and customer needs to drive business growth.
• Manage the regional sales budget, optimizing costs while maximizing revenue potential.

Business development support

• Support dealerships in expanding their customer base through targeted marketing and promotional campaigns.
• Identify new business opportunities within wholesale, fleet, and retail sales channels.
• Work closely with marketing teams to develop regional promotions and initiatives.
• Negotiate favourable terms with key partners to enhance business outcomes.

Operational

• Oversee day-to-day regional sales operations, ensuring efficiency and effectiveness.
• Monitor dealership performance and provide strategic guidance to improve sales productivity and formulate corrective action plans and monitor implementation of said plans.
• Ensure compliance with company policies, industry regulations, and customer service standards.
• Utilize CRM and sales reporting tools to track performance and drive data-based decision-making.
• Prepare regular sales reports for senior management, highlighting key performance metrics and market trends.
• Develop and share best practices within network.

Leadership & Team Development

• Lead, mentor, and develop the regional sales team to achieve high performance.
• Set clear objectives, provide regular feedback, and drive a culture of accountability and continuous improvement.
• Conduct training and development programs in conjunction with the training department to enhance sales skills and product knowledge.
• Foster collaboration between sales, marketing, training and aftersales teams to maximize customer satisfaction.
• Stakeholders (internal & external customers, suppliers, shareholders, communities)
• Ensure that all sales agreements and transactions comply with legal, ethical, and corporate guidelines.
• Monitor dealership adherence to contractual obligations and sales performance standards.
• Implement risk mitigation strategies to protect company assets and reputation.erview: Job purpose and deliverables

Core purpose of the role

• The Regional Sales Manager is responsible for implementing sales strategies, driving revenue growth, and optimizing market share within the designated region for an automotive importer and retailer. The incumbent will oversee dealership sales performance, manage key customer relationships, and ensure that sales teams achieve their targets. This role requires strong leadership, market insight, and operational efficiency to align regional objectives with the company’s overall strategic goals.

Key deliverables and outputs

Strategic and Financial

• Develop and execute regional sales strategies aligned with corporate objectives.
• Identify and capitalize on opportunities to increase regional sales and expand the customer base.
• Establish and maintain strong relationships with dealerships, corporate clients, and key stakeholders.
• Ensure the achievement of regional sales targets and profitability metrics.
• Monitor market trends, competitor activities, and customer needs to drive business growth.
• Manage the regional sales budget, optimizing costs while maximizing revenue potential.
• Business development support
• Support dealerships in expanding their customer base through targeted marketing and promotional campaigns.
• Identify new business opportunities within wholesale, fleet, and retail sales channels.
• Work closely with marketing teams to develop regional promotions and initiatives.
• Negotiate favourable terms with key partners to enhance business outcomes.

Operational

• Oversee day-to-day regional sales operations, ensuring efficiency and effectiveness.
• Monitor dealership performance and provide strategic guidance to improve sales productivity and formulate corrective action plans and monitor implementation of said plans.
• Ensure compliance with company policies, industry regulations, and customer service standards.
• Utilize CRM and sales reporting tools to track performance and drive data-based decision-making.
• Prepare regular sales reports for senior management, highlighting key performance metrics and market trends.
• Develop and share best practices within network.

Leadership & Team Development

• Lead, mentor, and develop the regional sales team to achieve high performance.
• Set clear objectives, provide regular feedback, and drive a culture of accountability and continuous improvement.
• Conduct training and development programs in conjunction with the training department to enhance sales skills and product knowledge.
• Foster collaboration between sales, marketing, training and aftersales teams to maximize customer satisfaction.
• Stakeholders (internal & external customers, suppliers, shareholders, communities)
• Ensure that all sales agreements and transactions comply with legal, ethical, and corporate guidelines.
• Monitor dealership adherence to contractual obligations and sales performance standards.
• Implement risk mitigation strategies to protect company assets and reputation.

Internal stakeholders

• Internal: Sales Teams, Marketing, Finance, Operations, Senior Management, Training & Aftersales, Dealer Development.
• External: Dealerships, Fleet Buyers, Key Corporate Clients, Suppliers.

Knowledge

Essential:

• Strong understanding of automotive import, retail, and dealership operations.
• Knowledge of wholesale and fleet sales strategies.
• Familiarity with CRM systems, sales forecasting, and market analysiserview

Skills
Essential:

• Excellent communication, negotiation, and leadership skills.
• Ability to analyze data and make strategic decisions based on market trends.
• Financial acumen to manage budgets and optimize regional sales performance.
• Proficiency in Microsoft Office and sales management software.

Personal Attributes

Essential:

• Results-driven with a strong commercial mindset.
• Customer-focused approach with a passion for relationship-building.
• Resilient and adaptable in a fast-paced, evolving market.
• High integrity and commitment to ethical business practices

Advantageous

• Concern for leading others and our culture
• Focus on analyzing and solving problems
• Focus on innovating
• Appreciation for challenging others with respect
• Openness to accepting feedback
• Concern for valuing and appreciating others
• Concern for working within parameters

Work experience

Essential:

• 5+ years of experience in regional sales management within the automotive sector.
• Proven track record of achieving sales targets and growing market share.
• Experience in dealership network management and business development
• Esential individual competencies to be successful in the job

Academic qualifications

Essential:

• Bachelor's degree in Business, Sales, Marketing, or a related field.
• Industry certifications in automotive sales or dealership management (preferred

Advantageous:

• Post Graduate qualification

NOTE:

• Unendorsed Driver’s License required