POSITION SUMMARY

Lead the commercial performance of the assigned dealer region by delivering new vehicle, pre-owned vehicle, fleet, lead-management, customer-satisfaction, revenue and profitability targets. Build accountable partnerships with dealer leadership, develop corporate and government business opportunities, translate national sales and marketing initiatives into effective local execution, and apply financial, operational and market analysis to optimize sales performance, inventory, incentives and return on investment.

RESPONSIBILITY

Regional Sales and Performance Management

Own and achieve assigned dealer sales, registrations, market share, revenue, profitability, customer satisfaction and all other company-defined KPIs.
Develop annual, quarterly and monthly regional sales plans and maintain rolling forecasts by dealer, model and sales channel.
Lead regular performance reviews, identify risks and opportunities early, and agree measurable recovery or growth actions with dealers.
Analyze market, customer and competitor intelligence and provide actionable recommendations to maintain or improve sales momentum.
Ensure compliance with Corporate Identity, dealer retail standards, sales processes, systems and audit requirements.

Dealer Relationship and Business Development

Build trusted, accountable relationships with dealer principals, general managers, sales managers and other key stakeholders.
Influence dealers to maintain adequate staffing, demonstrators, facilities, lead-handling capacity and local marketing investment.
Resolve dealer requests and commercial issues promptly, facilitate cross-functional support and escalate critical matters with clear recommendations.
Identify and share best practices across the dealer network to improve capability and consistency.

Corporate, Fleet and Government Business

Proactively identify and engage companies, associations, leasing and rental organisations, government bodies, procurement teams and fleet decision-makers.
Develop key-account and contact plans, coordinate dealer prospecting and follow-up, and support proposals, negotiations and closing activities.
Track pipeline value, conversion, order intake, registrations, account retention and programme utilisation.
Ensure compliance with applicable fleet and government sales regulations, programme rules, approvals and documentation requirements.
Represent the company at relevant corporate, industry and business-networking events.

Sales Campaigns and Marketing Initiatives

Translate national sales campaigns, product launches and marketing initiatives into dealer-level plans aligned with regional opportunities and sales targets.
Understand each campaign's target audience, customer proposition, offer mechanics, budget, media approach, lead objective and expected commercial outcome.
Ensure dealer readiness before launch, including stock, demonstrators, sales-force briefing, product knowledge, activation plans and lead follow-up capacity.
Monitor lead volume, cost per lead, test-drive rate, booking conversion, registration conversion and campaign return on investment.
Recommend adjustments to customer offers, targeting, channel mix, dealer execution or follow-up based on campaign performance.

Lead Management and Customer Experience

Achieve lead-management, response-time, test-drive, booking, registration-conversion and customer-satisfaction targets.
Ensure CRM data accuracy, pipeline discipline, timely follow-up and adherence to the defined lead-management process.
Use funnel analytics to identify conversion gaps and implement targeted corrective actions with dealers.

Vehicle Allocation and Inventory Management

Plan and perform new-vehicle allocation based on demand, sales potential, campaign priorities, dealer performance and agreed stock KPIs.
Monitor dealer inventory health, stock age, model and colour mix, demonstrators and slow-moving vehicles, and initiate corrective actions.
Coordinate with Sales Operations, Product and Logistics to align supply with market demand and reduce inventory risk.

Training and Dealer Capability

Identify capability gaps and coordinate targeted coaching, training and knowledge-sharing interventions.

Cross-functional Collaboration and Reporting

Collaborate with Marketing, Product, Finance, Aftersales, Network Development, CRM, Sales Operations and Logistics to deliver regional commercial objectives.
Provide timely daily, weekly and monthly forecasts, performance reports, market insights and management recommendations.
Contribute regional insights to national sales planning, campaign development, product positioning and process improvement.
Oversee other assigned areas of the sales business and complete reasonable sales-related administrative duties as required.

REQUIREMENTS

Degree in Business Administration, Sales, Marketing, Finance or a related discipline, or an equivalent combination of education and relevant experience.
Minimum 5 years of experience in automotive or related sales-management roles, including substantial dealer-network and regional commercial responsibility.
Proven record of developing sales strategies, forecasting accurately and delivering volume, revenue, profitability, market-share and customer-experience targets.
Strong financial literacy and commercial acumen, with the ability to interpret dealer profit-and-loss statements, revenue, gross profit, margin, operating costs, working capital, stock ageing and return-on-investment indicators.
Ability to prepare business cases, evaluate incentive and discount proposals, manage commercial risks and balance sales volume with sustainable profitability.
Demonstrated experience in senior dealer relationship management, structured business reviews, negotiation, conflict resolution and influencing without direct authority.
Experience in B2B prospecting, key-account management and corporate, fleet or government sales, including pipeline development and engagement with senior decision-makers.
Strong understanding of sales campaigns, product launches, digital and on-ground marketing, lead funnels, campaign measurement and commercial return.
Proficiency in CRM, sales forecasting, dashboards and data analytics; advanced Microsoft Excel and presentation skills are preferred.
Excellent communication, presentation and negotiation skills, with the ability to engage effectively across dealers, customers, government bodies and all organisational levels.
Independent, accountable, results-driven and customer-focused, with strong strategic thinking, problem-solving, prioritisation and cross-functional collaboration skills.

Compliance and Integrity

Our company is committed to observing all laws and internal regulations, and to act as a responsible business partner and member of our society. This includes our steadfast commitment to correct principles and policies. Compliance is adherence to legal requirements, internal corporate policies, ethical principles, & self-imposed values for the protection of the company and its brands. Compliance must be second nature to all Group employees. Integrity is doing the right thing on the basis of one's own personal conviction - acting responsibly for the company, business partners and as a member of our society. Integrity and compliance are considered to be essential components of our corporate culture.

Company Overview

Volkswagen Passenger Cars Malaysia (VPCM) is the official distributor of Volkswagen cars in Malaysia. With long-term business aspirations in the region. VPCM's primary focus is on sales strategies through future products, strengthening the Volkswagen dealer network and service availability.

VPCM is managed by European automotive retails specialist - Porsche Holding Salzburg (PHS) is the largest and most successful automotive distributor in Europe. The Salzburg-base company was founded in 1947 and operates today in 29 countries throughout Europe as well as in Colombia, Chile, China, Malaysia, Singapore, Brunei and Japan. As a fully owned subsidiary of Volkswagen AG, PHS business focuses on the VW Group brands, Audi, SEAT, SKODA, Volkswagen Nutzfahrzeuge and Porsche as well as Bentley, Lamborghini and Ducati.

Join VPCM and Porsche Holding team and let's create the future of mobility together!

REGIONAL SALES MANAGER