Head of Retail Operations

About This Role

The Head of Retail is a key position that plays a pivotal role in driving sales strategy and managing retail operations. This strategic leader will oversee the execution and management of sales efforts to meet and exceed business objectives.

Key Responsibilities:

• Sales Performance Management:
  • Oversee the execution and management of sales efforts to meet and exceed business objectives.
  • Develop and implement strategies to meet sales performance targets.
  • Prepare yearly sales volume and revenue budgets, achieving mutually agreed-upon targets.
  • Monitor activities and performance of every counter on a daily basis by monitoring the revenue, cars on road, RPU/ARPD, Utilization & other relevant parameters.
  • Review daily reports, analyzing the performance of branches, individuals and the company overall with regards to income and revenue.
  • Regular visits to branches to ensure they meet the high standards expected.
  • Formulate pricing policies according to profitability requirements.
  • To liaise with landlords in order to renew tenancy contracts on timely basis with great interpersonal skills and negotiation strategies.
  • Identify idle fleet vehicles for sale and ensure the right fleet mix is available for rental. Monitor fleet utilization closely.
• Team Development:
  • Lead, mentor, and develop sales managers including sales and marketing team.
  • Foster a high-performance culture through effective management and continuous feedback. Periodically evaluate the performance of branch personnel, develop goals and objectives. Provide both formal and informal feedback on a regular basis.
  • Implement training schedules for counter agents, supervisors, and branch managers to enhance service quality.
  • Assign tasks to Branch Managers to ensure efficient operation of the counters. Monitor daily performance metrics, including revenue and vehicle utilization.
  • Participate in recruiting and interviewing process of new employees where required.
  • Ensure policies and procedures are communicated and followed.
• Business Development:
  • Identify and pursue new business opportunities, including expansion into new locations, channels, and continued growth among existing clients for retail sales and leases.
  • To keep track of competitors' spot rates regularly in order to overcome competition.
  • Analyze market strategies and identify potential business deals.
  • Screen and evaluate options, resolving internal priorities to close new business opportunities.
  • Organize road shows at malls, universities etc. to create awareness and simultaneously enhance marketing.
  • To introduce promotions at the appropriate times to ensure that fleet utilization is maintained at budgeted levels at all times.
  • To liaise with travel agents, brokers in order to enhance inbound business.
• Client Relationship Management:
  • Build and maintain strong relationships with existing clients to enhance their current spend and drive customer loyalty.
  • Devise the loyalty program by rewarding customers who have been patronizing the car rental service for a long time.

About You

We are looking for a highly skilled individual who meets the following criteria:

Qualifications:

• Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.
• Experience: Minimum of 7 years in retail management, preferably in the car rental or automotive sector, with at least 3 years in a leadership role.

Skills:

• Strong strategic thinking and analytical skills.
• Excellent leadership and team management abilities.
• Proven track record in sales performance and client relationship management.
• Excellent communication and negotiation skills.
• Ability to work collaboratively across departments.
• Additional languages are advantageous.