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Head of Sales

Candidate: 52713
Available: Available
Location: Ekurhuleni (East Rand)
Gender: Male
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Head of Sales
R90000- R100000
Masters of Business Administration - MBA

Bachelor of Commerce Marketing :
Master of Business Administration:
Grade 12:
MS Word,SAP,CRM,MS Excel,MS Explorer,MS Outlook,MS PowerPoint,MS Publisher,Microsoft,E-Mail,Internet,MS Projects,Windows (basic)
Automotive:General Manager Marketing and Communications (Media) From 2010-07 To Current


Imperial Holdings Ltd: Renault South Africa


February 2017 – present


Reporting to the Vice President of Marketing whilst leading and managing a team consisting of a Social Media department; Digital department; CRM department, Operations and Traditional Media department. Managing a marketing budget of R70m split between TV, Radio, Digital, Social, Search, Cinema, Shopping centre and OOH ensuring maximum related marketing performance efficiencies are achieved. 



Role: General Manager Marketing and Communications (Media)

Key Responsibilities and Accountabilities:

  • Improving the alignment between traditional and digital media to enhance the omni-channel activities for the brand and related products (7 models).
  • Leading and guiding the media marketing team by means of formulating new reports with related key performance indicators in order to improve ROI with a strong focus on TV, Digital, Social and Search. Specific weekly measurements against the marketing spend ROI versus channel specifics: Unique website visitors (bounce adjusted), leads, financial applications and retail sales.
  • Implementation of standard post campaigns (360 degree view) enabling agile critical decision making in relation to product promotion plans.
  • Improving the dynamic business relationship demands between Renault international, the Internal marketing team and the External creative and media buying agencies enabling stronger campaign executions, campaign edits and campaign analyses by means of implementing weekly campaign status reviews.
  • Quantifiable improvements with Social media (Facebook, Twitter, Instagram and Youtube) Reach, Engagement rates and Lead generation.
  • Constant review and incremental changes of digital campaigns for improved conversions in line with click-through-rates and lead generation.


Key Achievements:

  • Took over an unfinished project: Online live broadcasting vehicle showroom which is considered a first of its kind in South Africa to produce a new user experience for car-buyers generating a new source of leads.
  • Vast improvements by restructuring the CRM road map and annual customer contact plan for 2017 and beyond by means of business process diagnosis, 3rd party collaboration and software implementation.
  • Adopted project lead role in order to improve communications to the dealer network by means of working closely with HR and Training management in order to role out an e-learning mobile app.
  • Advised and guided the Fleet and Rental department in a digitisation transformation project.


Imperial Holdings Ltd: Chery, FAW & Foton Passenger cars and LCV

July 2016 – January 2017

Promoted to General Sales Manager and reporting into the Managing Director. Leading a team of 4 direct line reports : 3 regional sales managers, 1 marketing manager and 6 dotted line reports : 3 Financial managers, 1 Parts manager 1 Aftersales manager and 1 Customer Care manager in conjunction with three vehicle brands represented in over 40 dealerships across South Africa, Swaziland and Namibia with an approximate car park of 20 000 vehicles.


Role: General Sales Manager (South Africa, Namibia, Swaziland)
Key Responsibilities and Accountabilities:

  • Achieving regular quarterly sales targets of 110% with profits achieving 100% of target.
  • Managing the P&L accounts by means of collaborative decision making with financial management.
  • Guiding each direct line report by means of measurement against set KPI’s and appraisels.
  • Managing monthly business review performance (sales and aftersales) with the group CEO and CFO.
  • Continuous management of relationships with various franchise directors as well as international relations with the OEM management teams.
  • Maintained a very hands-on approach with the dealer network from sales executive to dealer principal.
  • Guiding and leading colleagues for their self-improvement and development needs.
  • Continuous design and execution of wholesale and retail strategies.
  • Collaborative design and execution of sales incentives within the team and across the network. Coordinated the marketing and sales strategy in order to promote a strong digital and social media presence.


Key Achievements:

  • Successful roll out of the digital strategy relating to the customer journey and user experience. These included website overhauls, implementation of the Chery and Foton social media pages, CRM enhancements, third party website lead generation.
  • Volume improvements by means of achieving 110% of sales targets.
  • Marketing efficiency improvements by means of generating quality leads.
  • Dealer performance improvements by means of sales and aftersales incentives.


Imperial Holdings Ltd: Chery, FAW & Foton Passenger cars and LCV

October 2013 – June 2016

Reporting to the General Manager in the capacity as the National Brand Manager, initially with 1 FAW only. Thereafter taking over Chery and Foton brands. Leading a team of 3 line report comprising of Regional Sales Managers and 2 dotted line reports : 1 Marketing Manager and 1 Parts Manager.


Role: National Brand Manager (South Africa, Namibia and Swaziland )
Key Responsibilities and Accountabilities:

  • Achieving regular quarterly sales targets of 90% to 130%.
  • Guiding and leading the expansion and maintenance of the dealer network nationally.
  • Leading the team by means of collaborative dealer partner sight visits (SA, Namibia, Swaziland) and appraisels ensuring relevant stock, marketing activities and sales pipeline activities were consistent.
  • Introduced digital media marketing activities for each brand and ensured that each brand’s identity remained personalised.
  • Designed and executed wholesale and retail strategy campaigns.
  • Played a key role during the merger phase of the brands and the relevant employees by ensuring cohesion during the change management process.
  • Building and maintaining relationships with key stakeholders retail directors and independent business owners outside of Imperial.
  • Very “hands-on” product and sales training from the ground up.
  • Managing stock and production flow orders with the relevant brand OEM’s.
  • Identifying, monitoring and implementing relevant industry digital retail trends which complemented the brands and sales thereof.


Key Achievements:

  • Increased the FAW dealership footprint from 15 to 38 dealers.
  • Introduction of the first digital marketing strategy.
  • Dealer performance improvements by means of sales and aftersales incentives.


Imperial Holdings Ltd: Retail operations

July 2010 – October 2013

Reporting to the General Manager and working closely with Renault Retail Operations, Hyundai, Kia, Tata Regional Directors and Franchise Directors. Business units involved sales, workshops and parts.


Role: Regional dealership management consultant  

Key Responsibilities and Accountabilities:

  • Managed over 40 dealers across Johannesburg, Pretoria, Port Elizabeth and Cape Town.
  • Brands managed: Renault, Tata, Kia, Hyundai, and Used Cars.
  • Analysed and consulted with these dealerships in their new car sales, used car sales, workshop and parts departments by utilizing data presented from the systems reporting. This was very heavily focused on pre-determined industry benchmarks from various financial reports.
  • My consultancy drove the dealerships to either improve or maintain their key performance indicators.
  • Directed and controlled regional reviews with the respective directors concerning their area of responsibility which took place bi-monthly.
  • Analysis conducted by score-carding at dealer visits against benchmarking.
  • Created and implemented sales process training for all sales executives employed by AMH.
  • Trained and analysed internal mystery shoppers in order to provide vital feedback to the dealer principals and sales managers.
  • Maintained and improved the company’s CRM system.
  • Utilized and exploited database in order to stimulate sales leads for all dealerships.


Key Achievements:

  • Implementation of new reviewing and analysis procedures related to sales, parts and aftersales.
  • CRM enhancements
  • CRM deployment
  • CRM training 

Automotive - Motor Vehicles:Senior Sales Executive From 2009-08 To 2010-06

Key Responsibilities and Accountabilities:

  • Sales of all pre-owned BMW passenger vehicles.
  • Conducted trade in evaluations, advertising and reconditioning.
  • Generated sales by means of walk- ins, workshop customers, internet leads, referral programmes.
  • Promoting BMW during off-site events.


Key achievements:

  • Averaged 10 vehicles per month
  • Averaged monthly revenue of R 2 500 000
  • Averaged Gross Profit return of 10%
  • Maintained Customer Satisfaction of 98%

Leading IT & ERP specialist recruitment agencies:Key Account Resourcing Agent From 2008-01 To 2009-06

Key Responsibilities and Accountabilities:

  • Held daily telephonic and face to face meetings with Line Managers for job requirements.
  • Resourced and placed specialist IT contractors into 6 month contracts at a rate of £250 - £700/day with 15% margin.
  • Maintained key communication with Heads of Departments as well as prospective IT contractors to promote business development.
  • Completed full recruitment life cycle.
  • Cold Calling.
  • Maintained and updated company CRM system.

Automotive - Motor Vehicles:Used Car Manager From 2003-03 To 2007-12

Imperial Holdings Ltd: Lindsay Saker VW

September 2006 – December 2007

Used Car Manager

Key Responsibilities and Accountabilities:

  • Mentored and motivated 6 sales staff.
  • Recruited new sales staff.
  • Procured, reconditioned and advertised all vehicles.
  • Maintained key client relationships with traders and local business’s ensuring repeat and referral business.
  • Maintained key client relationships between customers and workshop.


Key Achievements:

  • Developed a key business strategy by increasing operating times and then splitting the sales team into a rotating roster contributing towards an increase of 50% sales.
  • Changed the profile of vehicle stock (circa 50 vehicles) to suit the demands of the local business community which contributed an increase of business by approximately 50%


Imperial Holdings Ltd: Renault Retail Operations

March 2003 – September 2006

Role: New vehicle sales executive

  • This was the start of my career path and journey with Imperial Holdings. After 3 years of experience, was head hunted to join the Volkswagen stable of Imperial Lindsay Saker.
Ekurhuleni (East Rand)
Greenstone Hill
Ekurhuleni (East Rand),Johannesburg (Incl. Northern Suburbs)
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