Job Description:

To lead, build and develop the policies, strategies and customer base of the Commercial (drums) lubricants Section in all areas through development of staff, effective control of working capital and operating cost. To achieve required performance level in supply, distribution, customer satisfaction, market penetration, area coverage and profitability through all franchises and areas of representation. To implement international business standards and performance benchmarks. To implement manufacturer and stakeholder requirements.

MAXIMISE ROI (Return on Investment)

·         Meet agreed performance benchmarks

·         Ensure the Commercial Lubricants department achieves profit targets and control expenses within budget.

·         Ensure overheads are controlled and costs and expenses are minimized by control and effective utilization of resources.

·         Establish DOC’s that monitor dealership’s financial situation

·         Stock controls to meet demand without being excessive.

·         Increase market share and exploit new markets.

CRM (Customer Relationship Marketing)

·          Achieve highest rate of customer satisfaction and lowest rate of customer defection without sacrifice of profitability.

·         Improve quality of customer interaction by improving standards by implementing manufacturer core processes.

·         Maintain customer loyalty through highest level of CRM Management.

CONTROL OF RESOURCES

·         Stringent control of expenses without effecting business performance.

·         Review of Management accounts on monthly basis and review KPI’s on weekly basis

·         Report to Aftermarket Manager on daily, weekly and monthly basis regarding areas of concern or opportunities

·         Optimize cash operating cycle by control of stock turn, creditor and debtor period ratios.

·         Maintain effective staff levels in accordance with the needs of the business.

·         Train and develop staff within budget to achieve dealership objectives.

STAFF RELATIONS

·         Establish employee levels for The Department to achieve organizational targets and objectives..

·         Establish TNA and plan training in conjunction with the Training & development manager and maintain records to enable cost effective staff development.

·         Develop in house training using where appropriate internal skilled staff to effectively control expenditure.

·         Motivate staff to obtain highest level of commitment and ensure customer needs met.

·         Build staff relationship and provide them with support, coaching and encouragement to improve their performance.

·         Operate staff appraisal and review process and take necessary actions on the results.

·         Establish and review salary scales and incentive schemes.

·         Ensure all staff are committed to the principles and ethics of the Dealership and Group.

BUSINESS DEVELOPMENT

·         Prepare annual business plan to be updated monthly

·         Analyze on a monthly basis on competitor position

·         Keep close scrutiny on industry developments.

·         Maintain awareness of legislation that impacts on the industry

·         Identify and act upon business opportunities

AUTHOURITY LEVEL ESTABLISHMENT

·         Revenue expenditure within agreed annual budget.

·         Operate department to exceed Dealership financial expectations

·         Operate department within Franchise agreement terms and conditions.

ADMINISTRATION AND SYSTEMS CONTROLS INCLUDING KPI MEASUREMENTS

·         Ensure all operations are undertaken correctly within the Law and within policies and procedures set by both Franchise agreements and the Company rules.

·         Review all activities within profit and cost centre’s and maintain management information systems that allow for accurate recording of such activities within KPI framework..

·         Meet all legislative and insurance and health and safety requirements.

COMMUNICATION AND INTERACTION

·         Update daily operating control, Monthly performance and annual business plan to GM

·         Professional and ensure good liaison with all managers and staff.

·         Maintain professional and regular relationship with manufacturers, business partners, Professional and trade associations, statutory bodies, representatives of suppliers.

MARKETING OF NEW AND EXSISTING PRODUCTS AND SERVICES 

·         Plan and oversee sales and marketing campaigns and all forms of advertising and promotional activities to ensure their success and cost effectiveness.

·         Explore customer opinions and benchmark performance levels of customer satisfaction.

·         Develop new ways to pro-actively market the Department and create an environment to fully explore new initiatives.

·         Update all e-mail and website data to be correct and in compliance with statutory legislation.

FINANCE CONTROLS

·         Review all pricing policies and discount rates for all types of customers both internal and external.

·         Maintain control of departments and other costs to minimize company expenses without adversely affecting company standards or service levels.

·         Ensure borrowings are controlled to minimize funding and interest costs

·         Maintain fiscal controls to control cash flow and control borrowings.

·         Closely control all management accounts and daily and weekly operating controls and KPI’s

·         Cash flow forecasts and planning to avoid shortage of funds and need for unauthorized borrowings.

·         Review AR regularly debtor and maintain cash and account collections.

OTHER DUTIES

Any other duties as and when required by the Board that are reasonably within the capabilities of the person and aimed at achieving the Company or Group goals.

Communication and Working Relationships:

Key Relationship:

·         Aftermarket Manager

·         GM, Finance Manager, Franchise Parts Manager,    Marketing Manager, Special Projects manager, Training and development manager.

·         Vehicle manufacturers, Professional organizations, other industry authorities, other motor dealers, Trade buyers, Other Company representatives and suppliers, Sister Companies within the Group, HO and divisional personnel, Government bodies.

·         Key Customers (Government Institutions, Fleet operators & Private Industries)

Focus:

·         Regular Report on activities and take appropriate corrective action to ensure achievement of Company results.

·         Negotiation to achieve best commercial position in terms of Franchise model fit and supply terms.

·         Negotiate terms and conditions and regularly review the AR position to ensure balance is achieved between growth volume and cash flow requirements.

·         Professional qualification and membership of F.I.M.I. an advantage.

·         B.sc. or related Lubricants Degrees

Skills and Knowledge

·         A detailed understanding and current and relevant experience of the aftermarket parts industry at the highest level

·         Practical skills and experience and knowledge of modern motor industry processes and practices.

·         Ability to create a positive environment and culture that allows staff to develop and excel in their roles.

·         Exceptional customer facing skills to enable difficult situations to be resolved successfully.4

·         Ability to negotiate effectively at the highest level with excellent numeracy and literacy skills.

·         Highest knowledge of the Law applicable to the motor industry in particular Franchise agreements, Trade description and practices, Consumer Law, and Employment Law.

Experience (indicate depth and breadth)

·         At least 5 years experience in a similar role within the Commercial Lubricants industry

·         At least 3 years experience working in an overseas Commercial Lubricants environment