Mgr Market Operations

Job Summary

To achieve HDFS product sales, growth, market share and profit objectives for an assigned geographic territory of one or more countries through: 
•    The effective selection and management of Finance & Insurance (F&I) Service Provider relationships and activities 
•    The effective management of the HDFS relationship with dealers to maximize support levels, both directly at selected dealers and indirectly through F&I Service Providers 
•    The development and delivery of agreed new products and business channels on time and within budget. 
•    Plan and drive growth in Program Market share(s) and Market Profitability 
•    The effective management of the HDFS relationship with the local HDMC employees ensuring activities are aligned with HDMC country-specific objectives. 
•    Leadership of country-specific resources to effectively manage relationships with dealers and maximize support levels, both directly and indirectly through F&I Service Providers 

Job Responsibilities

Achievement of HDFS Strategic Initiatives within India and other territories as assigned. 
Achievement of sales, market share and profit objectives in India and other territories as assigned. 
Effectively manage the relationship between HDFS and local HDMC sales office 
Proactively and positively manage relationships with F&I Service Providers across all HDFS Retail product offerings, ensuring: 
•    Clear goals and business plans are in place for agreed channels for each product. 
•    Monitoring and review of performance for all contracted F&I Service Providers 
•    Proactively Manage, motivate and develop the sales force of the F&I Service Providers 
•    Regular and effective Operational and Executive meetings are conducted as appropriate, ensuring action points recorded and followed up 
•    Regular product, pricing and service level benchmarking among the competition in the region       
•    Direct management and development of F&I performance from selected dealers 
•    Identify market finance and insurance needs and assist in the research and development of new products which will meet the needs of the marketplace. 
•    Coordinate and/or deliver finance and insurance training for our dealer network to ensure they maximize the business opportunities presented to produce best practice results for their customers, HDMC and HDFS 
•    Plan, drive and deliver growth in market share for all programs. Build profitability per product and for market. 
•    Develop detailed action plans for F&I Service Providers and dealers, which complement HDMC activities. 
•    Mentoring and coaching of other H-DMC field employees and dealer staff, as directed, to improve their business development and management skills. 
•    Preparation and delivery of clear and concise presentations, both internally to other staff and externally to dealers and F&I Service Providers 
•    Develop, agree and deliver marketing plans in association with F&I Service Providers and HDMC including effective and aligned direct marketing and CRM activity with F&I Service Providers and HDMC personnel. 
•    Attend Harley-Davidson, general motorcycle and dealer meetings and events as needed throughout the year. 
•    Completion of special projects as assigned by Senior Management 
•    Responsibility for protection of employee, customer and corporate information 
•    Follows established physical, electronic and procedural safeguards, including policies regarding data protection, segregation of duties, use of passwords, and access to information based solely on business need.   
•    Maintains and ensures a current awareness and understanding of appropriate banking laws, regulations, internal policies and procedures, and complies fully with those laws, regulations, policies and procedures. 

Team Results 
•    Direct and oversee the activities of the Finance and Insurance Consultants / Operations Managers
•    Coordinate and lead regular team and department meetings. 
•    Ensure performance management and development planning processes are completed as per the H-DFS timetable. 
•    Manage any performance issue as they occur. 
•    Ensure compliance obligations, including training, are completed for self and team. 

Education Requirements

Education Specifications

 N/A

Experience Requirements

Required

•    Minimum 10 years sales management or related field (Automotive or Financial Services) 
•    Experience in sales, marketing or product management for Credit Card business would be preferred.
•    Minimum Education bachelor’s degree or equivalent. Management Qualification preferred. 
•    Preferred 15 years overall experience with 10 years sales management experience in automotive or financial services industry. 
•    Preferred 5 years personnel management experience.  
•    Skilled in dialogue selling and positive influence techniques with ability to achieve results through the buy-in of other people, while adopting an open, persuasive and non-threatening manner 
•    Experience in developing and project managing the delivery of new F&I products 
•    Excellent internal and external customer service skills 
•    Understanding of a business P&L 
•    Ability to interact effectively with all levels of personnel within a company 
•    Strong teamwork skills 
•    Self-motivated and confident, with a strong determination to succeed 
•    Strong proven problem-solving and decision-making abilities 
•    Fluency in spoken and written English 
•    F&I literate including running and implementing business management programs  
•    Negotiation skills and negotiation experience at the senior management level 
•    Skilled presenter experienced in front of larger audiences 
•    Understanding of how to develop and conduct an effective training program for both group and one-on-one trainings sessions 
•    Frequent overnight domestic and limited foreign travel 

Competencies  
•    Communication 
•    Customer Focus 
•    Job Knowledge 
•    Quality / Continuous Improvement 
•    Teamwork 
•    Problem Solving / Analysis