KRA 1. Achieve the wholesale and retail unit and PAC (Parts, Accessories & Clothing) sales target (in value) for the WA/SA/NT region, maximizing BRP’s business opportunities and contributing to the long term business success.
Ensure that unit sales targets and PAC sales targets (in value) are achieved.
Demonstrate a business partner approach to support execution and long term success.
Promote and achieve PAC sales targets and other business opportunities as additional sources of revenues for BRP and the dealers in collaboration with the PAC team.
Understand the dealer’s key business drivers and actively contribute to the development of a commercial business plan to deliver wholesale / retail targets & maximize market opportunities
Develop and increase dealer’s sales staff selling capabilities (technical & selling skills)
Provide support to the network in terms of commercial & promotional activities for Can-Am (ATV, SSV, Roadster) and Sea-Doo (PWC)
Leverage the available tools to monitor progress, including:
Sales Tracker & Reports
Stock on Hand Change Analysis
Market Share Reports
Pump In / Pump Out Report
KRA 2. Identify full market potential and develop dealer network to maximize sales potential and or increase profitability year after year
Prepare & execute a Territory Action Plan (TAP): Establish targets per dealer to maximize financial objectives, and address the risks and opportunities of your market. Prioritize actions and optimize the dealer network in line with BRP positioning and identified market potential.
Optimize the dealer network configuration by consolidating, eliminating and adding specific dealer points and improving dealer quality and performance to meet & exceed territory objectives.
Manage and review the dealer network’s business, financial and physical capacity in line with the growth expectations of BRP.
Maximise dealer marketing expenditure & promotion by leveraging the Co-operate (Co-op) Marketing system within budgets
Develop and maintain a thorough knowledge and understanding of competitors, effectively communicating competitive activity.
Maintain a close liaison and working relationship with other members in the organisation as appropriate to ensure achievement of company budgets, i.e.Senior Management Team, Operations team, After Sales team, Accounts Department, etc.
Develop and supply all reports both regular and ad hoc as required, including:
Call Cycle Planner
Monthly Sales Report
Ad-hoc regional updates
KRA 3. Leverage the BRP Dealer Certification Program to maximize dealer network engagement & profitability
Achieve a minimum expected level of dealer network certification, with a mix of Platinum / Gold / Silver dealers
Leverage ‘Essential Criteria’ to elevate network standard of both Certified & Uncertified dealers
Assist dealer network to meet all deadlines, as stated in BRP Dealer Certification Guide.
KRA 4. Define and Consistently Implement a Personal Development Plan
Consistently strive toward achieving your personal development goal (see PDP sheet for details)
Actively participate in all meetings and assist the Region Team to achieve its most critical & urgent opportunity for improvements.
University degree or equivalent commercial qualification
Experience working with a dealer & distributor network
Proven track record of successfully delivering results in a fast paced and high growth environment
5-10 years of sales experience
Experience in the powersports or motorized vehicle industry would be advantageous
Strong computer skills: SAP knowledge a plus.
Irreproachable work ethics & integrity
Business acumen, results oriented and a strong drive to achieve
Solution oriented, demonstrates initiative, adaptability & flexibility
Strong intrinsic motivation and ability to operate autonomously and as part of a team.
Communicative personality with strong relationship building abilities
Strong negotiation skills, ability to handle difficult discussions with dealer
Excellent customer orientation, influencing & presentation skills
Works well under pressure
Analytical & reporting skills and rigor
Position is based in the BRP Sydney office.
Travel 40%: Local traveling within the defined market area on regular basis plus occasional international traveling
On-going external interaction with dealers.
On-going internal interaction with the Senior Regional Commercial Manager ANZ and the other members of the BRP team in Australia.