Job Title

Senior Manager Pre-owned Strategy

Ref #

41202

Date posted

Monday, January 15, 2024

Country

United Kingdom

Location

Woking

Business area

Sales

Department

Sales Operations

Position level

D - Senior Management

Working time

Full Time

Contract type

Permanent

Working pattern

8:30am - 5:30pm Monday to Friday

Background

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

It takes a community to do what we do. A diverse group of people with many areas of expertise, united by their passion to deliver visionary products and set new benchmarks.

McLaren Automotive commits to equal opportunity for all. Diversity, Equality and Inclusion is at the heart of our impact, it drives our innovation and enables us to truly create something special. Join us on our journey.

Purpose of Role

This is an excellent opportunity to play a pivotal role in helping to shape the future of McLaren Commercial Operations during a period of exciting business growth. Reporting directly to the Commercial Director you will form an important part of the Senior Commercial Operations Leadership Team.

You will be responsible for both defining and then managing the strategic direction of both the global Pre-owned programme (Qualified) and the Fleet Operations function at McLaren Automotive. This encompasses the leadership, motivation and productivity of a supporting team, engagement with a wide range of key business stakeholders and need to ensure strict process adherence.

The aim is to develop and maintain a high performing team focused on efficiently and effectively delivering against our mission ‘to maximise revenue, contribution and customer satisfaction by ensuring the right car is in the right place at the right time’.

Principal Accountabilities

– The main point of contact for all stakeholders (from Exec level down) both internally and within the Regional Teams in respect of pre-owned vehicle management, residual values and fleet management.
– Develop and manage the ‘McLaren Qualified’ pre-owned programme and Internal Fleet Management programme and policy setting on a global basis including annual sales / volume targets with each Region based on structured forecasting.
– Regularly and proactively interact with key stakeholders within the wider business (e.g., Product Strategy, Marketing, PR, Engineering, Aftersales). Ensure that Residual Value requirements and impacts are fully considered and clearly communicated in order that decision making processes are influenced appropriately (from before start of production through to end of production lifecycle).
– Based on expert knowledge and trend analysis develop thorough business cases for the proposal of new initiatives which can assist in driving pre-owned sales and residual value performance on a country, region, or global level. Manage approved proposals through from concept to implementation.
– Monitor global pre-owned sales performance and residual value trends, innovations, and best practice within the automotive sector (including the competitor landscape), to identify risks and opportunities. Incorporate findings in to clear and concise reporting.
– Develop, manage, and host events with key external Residual Value influencers to ensure they are fully up to date with McLaren plans and latest product portfolio.
– Responsible for the management of both the on-fleeting and de-fleeting processes. Ensure all business stakeholders understand and adhere to process and that appropriate documentation is always used and archived for audit purposes.
– Regular and accurate forecasting of saleable fleet vehicles (approx. 130 per annum) as part of the wider wholesale planning process in conjunction with the Commercial Operations Team. Ensure defleet timing is optimised to deliver the best financial return.
– Work with the central Marketing Department develop comprehensive plans to optimise global awareness of the ‘McLaren Qualified’ pre-owned programme. Communicate agreed plans to stakeholders and ensure on time delivery.
– Lead and manage the Fleet Operations Committee providing clear updates to Senior Managers on current Fleet Status, adherence to de-fleet timings, uplift costs and guidance in respect of new fleet vehicle specifications (including options) required to maximise residual values.
– Develop and manage tools and platforms for effective fleet management (providing management reports showing utilisation status of every fleet vehicle) as well as placement of internal fleet vehicles once prepared for sale.
– Responsible for developing and managing key VIP Fleet Programmes including global vehicle allocation for programmes up to Director and Shareholder level.
– Full responsibility for managing suppliers (e.g., data and warranty providers, marketing companies etc.) ensuring that the highest standards are consistently achieved at the most cost- effective price.
– Management responsibility for setting annual budget provision and subsequently monitoring spend to ensure that business area remains within forecast.
– To lead, develop and motivate the Pre-owned Team ensuring that hybrid working principles are utilised to maximum effect.
– To ensure regular interaction and open communication with other members of the Commercial Operations Team to actively contribute to driving a ‘one team’ culture.
– Ensure that recruitment, on-boarding, performance reviews and careers plans are consistently delivered across the entire team. Set out clear roles and responsibilities and ensure the team are appropriately empowered ‘to do the right thing’.
– Set, monitor, and report on Pre-owned programme and Fleet Operations KPIs ensuring that actions plans are in place to address any shortfalls.
– Work closely with other key Commercial Operations functions (e.g., Business Strategy, Network Development, Sales Planning) to ensure that all activities are fully unified and inter-connected.
– Analyse and interpret complex data, taking full responsibility for accurate interrogation, interpretation, and forecasting.
– Develop reporting structure for Pre-owned, Residual Values and Fleet Management performance. Develop management reports which are comprehensive, substantiated, and clear in terms of actions required.
– Drive a culture of constant innovation and improvement. Challenge processes at every level. Propose clear recommendations to drive operational efficiency and manage delivery through to completion.
– Support the Commercial Operations Director, as and when required, with specific ad hoc strategic projects ensuring key timelines are achieved.

Knowledge, Skills and Experience

Educated to Degree level.
In-depth understanding of the automotive industry.
Experience of used car markets and residual value management.
High level of business acumen.
Proven leader of teams and change-management.
Experience in managing numerous concurrent tasks whilst ensuring deadlines are met.
Strong relationship management skills.
Proven ability to act under pressure with calmness, clarity of though and decisive authority.
Proven ability to manage and interpret complex data.
Proven communication skills (written and verbal).
Confident in providing forecasts / recommendations based on experience / specialist knowledge.
Strong negotiation skills.
Knowledge of ultra-high net worth customer experience and expectations.
Highly I.T literate (Microsoft applications).

Personal Attributes

Thrives in a fast paced, challenging, and dynamic environment.
Highly analytical mindset
Ability to think strategically whilst ensuring day to day operational objectives are met.
Ability to foster strong working relationships with a diverse range of business functions.
Prepared to take responsibility and accountability.
Exceptionally organized with high levels of self-motivation.
A flexible approach to working hours and practice.
Ability to maintain the very highest levels of diligence even when under pressure.
Approachable.
Confident.
Professional.
Able to multi-task.
Dynamic, with the ability to respond to challenging situations in an innovative manner.