National Head of Sales

The National Head Of Sales is responsible for leading and driving the overall sales strategy and performance across all regions in Saudi Arabia. This role focuses on achieving ambitious sales targets, profitability targets, expanding market share, optimizing sales operations, and fostering strong relationships with key stakeholders, while ensuring alignment with corporate objectives and customer satisfaction standards. This role involves strategic planning, team leadership, sales channel development, and market expansion.

RESPONSIBILITIES

Strategic

• Develop and execute the national sales strategy to exceed targets and grow market share.
• Manage team performance using robust KPIs, driving continuous improvement across all regions.
• Identify and capitalize on new market opportunities in regions, segments, and sales channels.
• Lead, mentor, and develop the sales team to foster a high-performance culture.
• Build and maintain strategic relationships with key customers, corporate clients, and OEMs.
• Expand and strengthen the dealer and distributor network, collaborating with financing partners.
• Oversee budgeting, accurate sales forecasting, and reporting to senior management.
• Align sales initiatives with marketing and after-sales programs to boost customer retention.
• Oversee pricing strategies to maximize profitability and ensure competitive positioning.
• Ensure all sales operations comply with company policies, legal regulations, and industry standards.

Operational

• Monitor & Drive Daily Performance: Track daily sales reports, identify gaps or opportunities, and provide immediate guidance to regional and branch managers.
• Optimize Inventory & Supply: Manage vehicle inventory levels by coordinating with supply chain and logistics to ensure timely allocation and replenishment.
• Support Dealership Execution: Assist dealership teams with pricing, promotions, and campaign execution, ensuring alignment with national strategies.
• Resolve Operational Issues: Act swiftly on customer escalations, delivery delays, and process bottlenecks to facilitate effective solutions.
• Manage Credit & Collections: Oversee the collection process for dues from credit sales customers.
• Approve Forecasting & Targets: Review and adjust dealership-level forecasts, order plans, and sales targets based on performance and inventory.
• Liaise with OEM Partners: Maintain daily communication with OEMs and distributors regarding operations, product availability, and reporting.
• Conduct Field Visits: Regularly visit dealerships to observe operations, provide support, and ensure adherence to service and brand standards.
• Ensure Compliance & Controls: Uphold regulatory requirements, brand guidelines, and internal controls across the entire dealership network.
• Leverage Data & Reporting: Utilize CRM and analytics tools for effective tracking, ensuring timely and accurate MIS submission and process adherence.

People Management

• Lead and Mentor the Sales Team: Directly manage and develop regional managers, dealership leaders, and key account executives to align with company goals.
• Set and Manage Performance Goals: Establish clear KPIs for all direct reports and drive achievement through regular reviews and coaching.
• Develop Talent and Training: Create and implement training programs to enhance team capabilities and build a strong leadership pipeline.
• Oversee Recruitment and Workforce Planning: Manage hiring, onboarding, and strategic staffing to ensure the right talent is in place across all locations.
• Facilitate Regular Team Communication: Conduct meetings to communicate strategy, review performance, and resolve operational challenges.
• Uphold Standards and Compliance: Monitor dealership activities to ensure adherence to corporate policies, processes, and brand standards.
• Foster a High-Performance Culture: Build a culture of accountability and collaboration by setting clear expectations and recognizing achievements.
• Drive Cross-Functional Collaboration: Work closely with departments like marketing and finance to ensure integrated strategy execution.
• Optimize Organizational Structure: Evaluate and adjust the sales division's structure for maximum operational effectiveness.
• Represent Sales at the Executive Level: Act as the sales function's voice in leadership meetings, providing insights and strategic recommendations.

Product/Process Improvement

• Optimize Sales Processes: Continuously evaluate and refine sales processes to boost efficiency, cut costs, and enhance the customer experience.
• Address Underperformance: Identify underperforming areas and lead strategic initiatives to tackle root causes and implement corrective actions.
• Implement Sales Enablement Tools: Develop and deploy new technologies and tools to improve team productivity, reporting accuracy, and customer engagement.
• Gather Cross-Functional Feedback: Collaborate with marketing and product teams to gather market insights and propose enhancements to products and pricing.
• Analyze Market and Competitor Data: Monitor trends, competitor activity, and customer behavior to proactively adjust strategies and introduce innovations.
• Lead Cross-Functional Projects: Spearhead projects to streamline key operations like vehicle delivery, inventory management, and customer handovers.
• Establish Improvement KPIs: Create metrics to measure the impact of process and product changes, ensuring they align with business goals.
• Foster a Culture of Continuous Improvement: Encourage feedback, innovation, and data-driven decision-making within the sales team.
• Benchmark Global Best Practices: Research international automotive sales successes and recommend tailored strategies for the Saudi market.
• Drive Digital Transformation: Identify and implement digital upgrades to the customer journey, including online sales platforms and CRM optimization.

QUALIFICATIONS

Education & Certifications:

• PREFERRED: Bachelor's degree.

Knowledge & Skill

• In-depth knowledge of the KSA automotive industry, including consumer behavior, market trends, competition, and regulatory standards.
• Demonstrated ability to develop and execute national sales strategies, including forecasting, target setting, and performance management.
• Skilled in leading, coaching, and motivating large, cross-regional teams to build accountability and drive high performance.
• Proficient in sales analytics, KPI tracking, inventory planning, and supply chain coordination to optimize performance.
• Knowledge of CRM, Dealer Management Systems (DMS), and digital sales channels like e-commerce platforms.
• Understanding of diverse revenue streams (Retail, Fleet, EV, Aftermarket) and expertise in pricing and promotion strategies.
• Strong interpersonal skills to effectively engage and align with stakeholders at all levels, both internally and externally.
• A commitment to outstanding service, combined with strategic problem-solving abilities and a focus on continuous improvement.

Experience

• PREFERRED: 10–15 years of progressive experience in automotive sales, preferably in Passenger Cars, with at least 5 years in a senior leadership role managing large, multi-location dealership networks or national sales operations.
• MINIMUM: 10 years of progressive experience in automotive sales, preferably in Passenger Cars.