Head of Sales

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 

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 

• Forecast accuracy 

• Inventory turnover and stock health 

• Residual value performance 

• Used car sales and remarketing efficiency 

GM does not provide immigration-related sponsorship for this role. Do not apply for this role if you will need gm immigration sponsorship now or in the future.

This role is categorized as hybrid. This means the selected candidate is expected to report to a specific location at least 3 times a week {or other frequency dictated by their manager}.

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