Head of Sales

Strategic Leadership 

• Develop and execute sales strategies to achieve short-term and long-term business goals together with the Commercial Director 

• Act as the primary link between import operations and the dealer network, ensuring alignment and effective communication. 

• Provide leadership and motivation to the sales team and dealer network to ensure high performance and engagement. 

Dealer Network Management 

• Develop strong partnerships with dealers, ensuring commitment to brand values and business objectives. 

• Monitor dealer compliance with Astara’s globally  operating model and ensure adherence to dealer standards, customer satisfaction index (CSI), and corporate identity (CI) guidelines. 

• Plan and execute the Dealer Fall Down Process to address underperformance and implement corrective actions. 

• Oversee dealer pipeline management, including wholesale, inventory, and retail sales optimization. 

• Direct responsibility of selected key dealership(s) 

Sales Operations and Performance Management 

• Set and monitor dealer sales targets, ensuring alignment with market potential and business objectives. 

• Oversee sales forecasting for retail and registration volumes, ensuring alignment with production capacities and dealer needs. 

• Manage incentives programs in collaboration with dealers to drive performance and achieve market share growth. 

• Conduct regular reviews of dealer sales actions, identifying areas for improvement and implementing targeted strategies to enhance results. 

Customer Experience 

• Actively monitor and improve Net Promoter Score (NPS) across the dealer network, ensuring high levels of customer satisfaction and loyalty. 

• Act as a brand ambassador, promoting the organization’s values and key selling points to internal and external stakeholders. 

Reporting and Analytics 

• Ensure timely, accurate, and actionable reporting of sales performance metrics, market share, and dealer compliance together with the Controlling function. 

• Analyze data to identify trends, risks, and opportunities, providing insights to inform decision-making. 

• Regularly communicate performance updates and strategic initiatives to key stakeholders, including senior management and principals. 

• Bachelor’s degree in Business Administration, Marketing, Automotive Management, or a related field (Master’s degree preferred). 

• Prior experience in the automotive sector. Familiarity with global automotive markets, trends, and best practices. 

• At least 5 years’ experience in sales management. Proven ability to manage cross-functional teams and drive collaboration. 

• Experience managing dealer networks, including performance monitoring and compliance. 

SKlLLS AND COMPETENCES

• Proven track record in sales leadership roles within the automotive industry, preferably in import or distribution.

• Strong strategic and analytical skills, with the ability to balance short-term priorities with long-term goals.

• Excellent interpersonal and communication skills in both Finnish and English, with the ability to build trust and influence stakeholders.

• Experience in dealer network management and an understanding of retail operations.

• Customer-first mindset with a focus on driving satisfaction and loyalty.

• High level of adaptability, decision-making, and leadership capabilities.

• Strong alignment with Astara's values: Courageous, Open-Minded, Innovative, and Human