General information

Job Title
Head of Network and Planning
Ref #
Thursday, December 2, 2021
United Kingdom
Business area
Position level
Head of Department
Working time
Full Time
Contract type
Working pattern
9am - 6pm Monday to Friday

Description & Requirements


No restraints. No limitations. We don’t simply push boundaries. We completely rethink them. McLaren Automotive exists to create breath-taking performance road cars.

With innovation at the core of all we do, every challenge starts with the same question. How can we do it better? This restless spirit runs right through McLaren Automotive. And the search for perfection is evident in everything we do.

Purpose of Role

An outstanding opportunity exists for an experienced and strategic thinker to manage the global Network and Planning development for this iconic brand

Principal Accountabilities

  • Accountable for the new car next budget year and long range volume, price and sales plan
  • Accountable for the used car programs, performance management and volume
  • Accountable for global residual value management
  • Accountable for the definition and execution of the global retailer and franchise strategy
  • Accountable for the training academy operations and corporate identity governance
  • Accountable for the cross sales, marketing and aftersales IT system continuous improvement roadmap and execution
  • Leadership of the commercial strategy that underpins the development of the McLaren new car revenue and profitability business plan
  • Coordination of the global and factory teams to develop detailed execution plans and bring to market strategies of sales concepts and new model introductions
  • Lead core Sales and Marketing strategic meetings and formats for example Directors Forums
Knowledge, Skills and Experience

Role Dimensions:

·         Senior Head of position reporting to the Commercial Operations Director

·         The position is high profile with interaction at all levels of the business especially across the Executive director and director population

·         This is a strategic role and demands an individual who has proven ability and experience taking concepts and translating them in to delivery plans that can be handed over to operational teams to execute

·         It is important that the Head of Network and Planning is an astute, competent people-manager who keeps up to speed with potential risks with mitigation strategies in place.

·         Responsible for directly managing the factory Network and Planning team with overarching strategic responsibility for the direction of the Regional teams

New cars planning and pricing

§  Develop revenue Budget & Business Plans that have been presented too and signed off by the Executive Commercial Director and CEO. Plans and proposals must always generate long term value for McLaren Automotive

§  Create innovative, sustainable and appropriate sales plans, strategies and targets that will deliver the new car volume and financial goals (specifically cash and contribution)

§  Responsible for the development of the McLaren pricing strategy within the business plan. This specifically includes the strategies for revenue, EBITDA and competitive positioning for all models

§  Shape and negotiate volume and price plans across the business to ensure alignment and clarity

Used cars and Residual value management

§  Manage and develop ‘McLaren Qualified’, McLaren Automotive’s pre-owned programme

§  Own and develop global residual value management and improvement plans

Franchise Management:

·         Central Governance of the Global Retail Network

·         Development of Ideal Network Plans by Region and Country that are owned by the Regional team and bought into at Executive level within the Factory

·         Ownership of general and specific procedures and policies for the appointment, termination, relocation or change of ownership of retailers. Additionally responsible for developing regional variances to policies and procedures in accordance to market specific laws, regulations and practices

·         Formulating global and local strategies addressing market coverage for both sales and service as well as maximizing market potential

·         Leading and supporting regional teams to deploy, regionalise and operate Retailer Network Policies and Procedures

·         Responsibility for reporting and developing analysis for full monthly retailer network review meetings


Corporate Identity:

·         Gatekeeper for retail design of new retailers, service centres and changes to existing facilities

·         Management of the retailer Corporate Identity in conjunction with the brand team as well as developing roadmaps for progressive retail environment change in line with the brand vision


Retailer Development:

·         Global leadership of the Retailer Evaluation and Improvement Program

·         Support/monitor financially underperforming retailers


Retailer People Development:

·         Accountable for the Global Sales and Aftersales Training Academy for both Retailers and Field Force

·         Management of the Training Academy Operations and budget as-well as the Global Academy training infrastructure

·         Leadership of the prospectus and curriculum development

Personal Attributes

  • In depth knowledge and operational experience of international franchise rules, regulations, laws and practices
  • Strategic thinker able to develop tactical plans in line with strategy and policy
  • High level of retailer network planning and development experience
  • Extensive knowledge of automotive sales and marketing operations
  • Understanding and experience of vehicle importer operations
  • Extensive knowledge of international luxury automotive retail environment
  • Well-developed business analysis skills including retailer viability and opportunity analysis
  • Well-developed negotiation and interpersonal skills
  • Clear ability to develop and foster working relationships to influence at all levels of a global organisation
  • Action orientated with demonstrable track record of delivery
  • Must be self-disciplined, self-motivated and confident
  • Must display a high standard of personal presentation
  • Highly analytical and understanding of Automotive Suppliers
  • PC literate advanced level – especially in Excel and Powerpoint