Purpose

To make company a successful provider of information to the automotive industry and market in Brazil. 

To develop  market presence, to grow  customer base, to  improve commercial success in Brazil.

To work in collaboration with the Area Manager to provide strategic and operational leadership in Brazil to support the achievement of company corporate objectives.

To coach and lead the local Sales team to drive the commercial business forward and develop successful long-term business partnerships with clients.

Understand the needs of  customers and to satisfy them within the company’s capabilities framework. 

Consult customers on the best way forward to achieve their requirements with the use of company products.

Main Responsibilities

To develop a clear strategy for new business sales growth in Brazil in line with the company’s business plan.

To deliver increased sales, revenue and market share to all parts of the automotive marketplace:  Automotive, Leasing, Finance and Banks, Retail and Digital Marketplace and Automotive Insurance.

To review the capabilities of the existing local sales team, create development plans and focus on their development with regards to new solution sales and propositions aligned to consultative sales approach.

To further develop the existing sales structure to optimise revenues and resources within the allocated market.

To lead and coach the local Sales team (supervises one account manager and may hire additional, as needed to grow the market) and support the development of a sales-led culture where accountability for delivery against a sales budget becomes the norm.

Identify quick wins within market to drive new business and implement analysis and response for key regional competition.

To establish new market potential in line with the company’s regional growth plans including market analysis of sales potentials, development and implementation of sales plans and ensure effective strategic planning in line with expected “Return on Investment” targets.

To ensure effective knowledge transfer on all company products, services and solutions is carried out within company guidelines to create a more effective sales platform in all agreed market.

To create and evolve the strategic market plan aligned to the core company strategy, focused on the development of new business across the four verticals whilst also sustaining and growing existing client business reflective of their needs.

 To provide clear and accurate forecasting of all renewal, new business, and growth opportunities for Brazil.

Assist the Area Manager to prepare annual budget for Brazil conforming to company budgeting process and policies.

Provide direction and support to optimize market penetration in each sector. Ensure Regional sales infrastructure capable of driving new services and product success across the four market verticals.

To ensure structures, processes and procedures are in place at both pre and post sales level to deliver customer satisfaction targets.

The Commercial Director for Brazil reports to the Regional Director for Latin America.

Client Centricity – Believes that the client is at the centre of all our efforts. Constantly focuses their energy on creating a positive experience at every stage of the client journey, to maximize service and solutions offering and to build long-lasting business partnerships. Bases operational decisions on Client and business needs.

Agility – Understands that the internal and external world is constantly changing, and continually strives to master own ability to learn, adapt and apply self to the changing environment without losing momentum or focus on the end goal.

Ownership – Seeks and takes responsibility for work issues and own self-development. Believes they have the power to make things happen.

Continuous Improvement – Constantly believes there is a better way and actively encourages self and others to seek and implement improvement across processes, systems, and themselves.

Commercial Awareness – Appreciation of the company’s commercial priorities operating within this framework, combined with a strong sense of clients’ business priorities

Management Skills – Motivates, inspires, and supports team to achieve shared goals coupled with belief that motivation and moral of team are critical. Also knows when to take control of situations and issue clear instructions and requirements.

Leadership – Develops direction and vision while aligning, motivating and inspiring people to achieve operational excellence.

Technical Skills – Excellent people and sales skills.