Regional Business Head South Cone
Confidential
PresencialExecutive
Argentina
Acerca del Puesto
Location: Argentina or Perú
About the company
Our client is a leading global two-wheeler manufacturer with a broad range of motorcycles and scooters, selling through distributors across multiple international markets. It is expanding its international business and building regional leadership teams to drive that growth.
The role
You will lead a region end to end: volumes, market share and profitability. You will build a capable, profitable distributor network, lead the regional team and shape product, distribution and marketing strategy for the region.
What you will do
Deliver planned sales volumes, market share and profitability for the region
Select and appoint distributors to company standards and build a shared-destiny partnership
Balance company profitability with distributor profitability
Define product, distribution and marketing strategy for the region
Gather and use market intelligence: regulations, duties, foreign exchange, homologation and market dynamics
Improve customer satisfaction through the service network and parts availability
Raise distributor satisfaction on delivery, quality, pricing, promotional support and training
Run performance reviews and development plans for your team
Design sales training programs for the team and the network
Work with marketing and product management on new products and improvements
Build marketing calendars with distributors and ensure execution
What we are looking for
Senior sales leadership experience with regional or multi-country responsibility
Track record of delivering volume, share and profitability through distributors
Experience selecting, developing and managing distributors
Strong strategic and commercial judgment, comfortable with regulation and FX in emerging markets
Experience leading and developing teams
Business English and willingness to travel across the region
Responsabilidades Clave
- Deliver planned sales volumes, market share and profitability of the region
- Build customer satisfaction through service network and parts availability
- Ensure periodic performance reviews and develop Individual Development Plans to create highly engaged and motivated internal team
- Select and appoint distributors as per standards. Develop a ‘shared destiny’ mindset.
- Responsible for product strategy, distribution strategy and marketing strategy for the region to achieve CAME
- Gather and use market Intelligence (local regulations, duty structures, foreign exchange dynamics, homologation norms, regional economic communities, market dynamics - price, competition products/ network, economy, etc., product inadequacies, product quality etc to achieve planned business results
- Ensure right balance between company's profitability target and distributor profitability
- Formulate and implement competency building for the team and network through effective sales training programmes
- Interface with marketing / product management for new product development and product improvement
- Interface with distributor team and develop marketing calendars and ensure implementation
- Ensure improvement in Distributor Satisfaction Score by addressing gaps in delivery, quality, pricing, promotional support, Training quality, training inputs, periodic reconciliations etc.
Cualificaciones Requeridas
Accountability for regional volumes, market share and profitability (OE volumes and CAME, pending definition)
Experience selecting, appointing and developing distributors, with a shared-destiny mindset
Ability to balance company profitability against distributor profitability
Defining product, distribution and marketing strategy at regional level
Experience leading a team: performance reviews, individual development plans and capability building
Experience improving service network, parts availability and distributor satisfaction
Command of market intelligence: local regulations, duties, foreign exchange, homologation and regional economic communities
Experience in the automotive industry
Working with HQ marketing and product management on new products and improvements
Sales training programs for the team and the network
Business English and willingness to travel across the region
Deseables
Experience in motorcycles or two-wheelers OEM
Experience managing several countries at once, especially in emerging markets
Experience with homologation and import duty structures
Experience building a distributor network in a new or underpenetrated market
Experience with distributor satisfaction scores or similar measurement programs
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Detalles del Empleo
Modalidad
Presencial
Nivel de Experiencia
Executive
Ubicación
Argentina
Rango Salarial
US$7K – US$11K USD/mes