Reporting to the SVP of Sales Operations, the Sr. Director of Sales Operations is a key member of MMNA’s Leadership team, with broad responsibility for developing the strategic objectives and leading the business operations of MMNA’s sales Regions and Dealer Development. In this role, you will develop, manage, and direct the Regions’ strategies, goals, KPIs and general operations both in sales and aftersales. You will also be responsible for Dealer Development operations at the national and regional levels, including oversite of national dealer board meetings and dealer appointments to the board. You will also be a leader of leaders, with the Region Directors and head of Dealer Development as direct reports.

A representation of the responsibilities are outlined below:

Region Business Strategies and Objectives

With the SVP, Sales Operations and the Region Directors, engage in short and long term strategic business planning to determine departmental strategies and goals.
With the SVP, Sales Operations and the Region Directors, create and develop the overall and individual Region sales strategy and targets.
Develop new and innovative ways to increase sales, using prior experience, and the latest industry trends to grow sales and market share.
Develop, manage and oversee Regional sales, aftersales and dealer development plans to achieve core Sales Operations department KPIs.
Leverage reporting on the weekly, monthly, and quarterly performance of the Regions to create forecasting to manage sales growth.
Lead Regions to select, evaluate and approve opportunities for growth in the markets.
Implement plans and operational processes to maintain productivity and profitability.
Work closely with the Aftersales, Product Planning, Marketing, and Legal Departments to develop cross-departmental initiatives and strategies while maintaining compliance.

Dealer Development Strategies and Objectives

Develop, manage and oversee Dealer Development plans to augment the achievement of core Sales Operations department KPIs.
Develop, implement, and monitor policies and procedures to identify, recruit, train, and appoint new dealers in key markets within the national dealer network.
Develop, implement, and enforce policies, procedures and programs that support dealer systems and MMNA’s short- and long-term business requirements, including dealer profitability and capitalization.
Manage the selection process for new dealership locations and manage the process for completing renewals, buy-sell transfers, terminated dealers, relocations, ownership changes and new replacement dealers.
Monitor and ensure dealer compliance with Mitsubishi’s Dealer Sales and Service Agreement and initiate corrective action with dealers in non-compliance.
Track and report financial statement submission, complete P/L analysis. Analyze working capital requirements and develop action plans with the Regions to increase working capital to required levels.
Manage the planning, implementation and compliance with the Dealer Visual Identity Program.
Manage the activities, events, and strategies related to MMNA’s National Advisory Board (NAB); work with the Regions to nominate candidates and complete proposal to the Executive Committee for approval.
Manage the activities of and proposals presented to MMNA’s Franchise Committee.

Financial Management and Oversight

Manage, and revise relevant Sales Operations and Dealer Development department budgets to ensure appropriate departmental investments and spending.
Control costs to maximize revenue and ensure budgets are maintained at planned spending levels.
With the SVP, Sales Operations, engage in yearly budget planning cycle and ensure budgets are strategic and necessary. Provide regular updates to the Executive team as to budget planning and spend.
Participate in RFPs and other vendor and cost sourcing to ensure that the Departments under your management are maximizing service and cost.

Leadership/People Development

Lead and coach your direct reports and enable and encourage them to provide opportunities for growth and development for their teams, by fostering an environment of open, honest communications, teamwork, creativity, and high involvement, productivity, and efficiency.
Mentor and train team on Company values and the achievement of short and long term organizational and departmental objectives.
Provide training to Regional employees on financial management tools and other dealer tools to maximize their knowledge and ability to perform.
Provide guidance as needed to Regional employees to help identify opportunity areas with dealers and assist with action plans focused on dealer improvement.
Work closely with the Human Resources department to ensure appropriate team and individual development.

The above list of responsibilities is representative only. The person in this role will need to perform other duties as assigned and/or required.

Note: The above description is only a list of representative duties. As a member of a small team, the successful candidate will be someone who is able and wants to “wear many hats,” jump in where needed, enjoys learning about business operations and contributing to the Company’s success.

Location of Position

This position is located in the Franklin, TN area and the successful candidate must be located near the Franklin/Nashville area. While this role will require some presence in the office, it will be a hybrid role with ability to work from home an average of 3/4 days per week.

Position Requirements and “Nice to Haves”:

12 – 15 years of progressive exempt-level automotive wholesale/retail experience in positions such as Regional Director and/or Director of National Sales Operations along with prior experience as a District Sales Manager, Regional Dealer Network Manager, Regional Sales Manager, etc.
5 –7 years performing dealer financial statement analysis
4 – 6 years managerial/supervisory experience
BS/BA in Business Management, or equivalent combination of education and experience
Prior retail dealership General Management/Operations experience preferred
Advanced knowledge of IHS Markit or similar systems for analysis of sales, market and segment share analytics
Advanced knowledge of the dealer network planning tools and process (Urban Science Ni2)
Advanced knowledge of dealer financial analysis tools and process (Urban Science DBI)
Advanced business and legal writing skills (dealer agreements and letters)
Familiarity with franchise laws, regulations and resources for dealer network planning and operations (FLIS)

Benefits & Perks:

Competitive compensation package
Comprehensive healthcare coverage, including medical, dental, vision
Wellness program
Paid holidays and paid time off
401(k) savings plan with company match
Professional growth and development programs, including tuition reimbursement
Vehicle lease and purchase programs
Open & collaborative work environment

Mitsubishi Motors North America, Inc.

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