Head of Sales

About the role

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

Responsibilities

• 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
• 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
• 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
• 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
• 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)
• 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
• 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}.
• About GM
• Our vision is a world with Zero Crashes, Zero Emissions and Zero Congestion and we embrace the responsibility to lead the change that will make our world better, safer and more equitable for all.
• Why Join Us
• We believe we all must make a choice every day - individually and collectively - to drive meaningful change through our words, our deeds and our culture. Every day, we want every employee to feel they belong to one General Motors team.
• Total Rewards | Benefits Overview
• From day one, we're looking out for your well-being-at work and at home-so you can focus on realizing your ambitions. Learn how GM supports a rewarding caree

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