Sales Manager

Bachelor's degree in business, economics, engineering or a related field, or equivalent relevant experience. Typically 5+ years in automotive sales, sales operations or commercial planning, including 2+ years managing dealer performance or business planning.

Demonstrated results in retail improvement, dealer coaching, demand forecasting and business reviews. Strong Excel, presentation and CRM skills; ability to reconcile data and build practical forecasts.

Professional working English and ability to work across cultures and travel within assigned markets. GCC automotive experience, SOP exposure, BI tools, Arabic or Mandarin are advantages.
5. Competency
Commercial judgment - Balance volume, margin, inventory and customer needs. Analytical discipline - Challenge assumptions, maintain data integrity and explain uncertainty clearly.
Execution and ownership - Convert analysis into actions and close commitments. Influence and coaching - Improve dealer performance and align stakeholders without relying on formal authority.
Communication and adaptability - Present concise recommendations, escalate early and adjust plans as market conditions change.

6. Success Criteria

Position: Sales Manager
Location: Kuwait City

1. Position Objective
   Turn market opportunities into sustainable retail growth through sales planning, demand forecasting, dealer development and disciplined performance management， and work as a business partner to the Country Manager

1. Core responsibilities
   Business Planning & Sales Performance Management
   Translate annual objectives into monthly and quarterly plans by dealer and model. Track retail, bookings and target gaps; identify causes, propose corrective actions and follow through on owners and deadlines
   Lead sales inputs to weekly and monthly business reviews, clearly separating business targets, demand forecasts and supply-constrained sales plans
   Demand Forecast Management
   Maintain a rolling demand forecast by month, dealer, model and trim, covering the agreed planning horizon and replenishment lead time. Validate dealer inputs against market trends, historical retail, funnel quality, seasonality and campaign assumptions
   Develop base, upside and downside scenarios with documented assumptions. Present unconstrained demand separately from available supply, reconcile differences and submit recommendations to monthly Sales and Operations Planning (SOP).
   Retain forecast versions and compare them with actual retail. Review forecast error and bias, distinguish demand changes from supply constraints, and improve the methodology.
   Sales Funnel & Retail Excellence
   Manage dealer execution across leads, test drives, bookings, invoicing and retail delivery. Apply the KPI and reconcile CRM and dealer reports; distinguish retail from wholesale, invoicing and registration.
   Identify conversion leakage, cancellations and lost sales by dealer and model. Improve lead follow-up, test-drive execution and delivery readiness through coaching and measurable action plans.
   Dealer Business Development
   Conduct structured dealer business reviews covering target achievement, pipeline quality, sales productivity and capabilities. Agree improvement plans, coach dealer sales managers and verify action effectiveness.
   Identify local growth opportunities and dealer constraints, including staffing, retail processes and commercial capacity. Coordinate network or service issues with the responsible teams and escalate material risks.
   Product & Market Intelligence
   Track competitor products, pricing, offers and launches; consolidate customer feedback and lost-sales reasons. Provide evidence-based recommendations on positioning, model mix, pricing and launch priorities.
   Route product and quality feedback to Product and Service teams with clear evidence and follow-up. Evaluate the commercial impact of agreed responses
   Cross-functional Business Coordination
   Align demand priorities with Supply Planning, Marketing, Product, Finance and dealers. Recommend responses to supply gaps, aging inventory and model-mix imbalance while considering margin and cash implications.
   Prepare decision-ready SOP inputs showing opportunity, target, demand, supply, gaps and options. Record approved decisions, owners and deadlines; track closure and escalate unresolved issues

3. Key Deliverables
Daily - Sales and funnel exception monitoring; prompt escalation of critical issues with impact and proposed actions.

Weekly - Business dashboard, forecast changes, sales opportunity and funnel analysis, and an action tracker with owners and deadlines.

Monthly - Sales performance review; rolling demand forecast and scenarios; dealer review and improvement plans; product and market intelligence; SOP demand inputs and decision follow-up.

Quarterly - Business and dealer capability review, growth priorities and updated action plans. Every deliverable must show its data cut-off, source, assumptions, risks and decisions required.

4.Qualifications & Experience

Sales outcomes - Deliver agreed retail targets and model-mix priorities within approved commercial parameters; explain gaps and demonstrate recovery actions. Evidence: monthly sales and dealer reviews.

Forecast quality - Submit forecasts on time, improve agreed error and bias measures, and maintain traceable assumptions and versions. Evidence: forecast versus actual reviews with supply constraints explained.

Retail and dealer improvement - Improve agreed funnel conversion and dealer capability measures; reduce avoidable leakage and close improvement actions. Evidence: CRM funnel reports and dealer action records.

Decision support and coordination - Provide timely, reliable insights and complete agreed cross-functional actions. Evidence: SOP decisions, action closure and Country Manager review.

The Country Manager and HR agree numeric targets, definitions, baselines, weights and review periods before the performance cycle. Review monthly and assess quarterly, separating individual delivery from documented supply or market constraints.