Head of Fs Commercial Performance
2 weeks ago
**Job Description
**POSITION: Head of FS Commercial Performance**
**POSTING END DATE: 24th November 2023**
**LOCATION: Whitley, Coventry (UK)**
**SALARY: Competitive**
Jaguar Land Rover is evolving into "JLR", a House of Brands comprising of four distinct British brands - Range Rover, Jaguar, Defender and Discovery.
Our purpose is to 'Live the Exceptional with Soul' by being the proud creators of modern luxury and being guided by a set of behaviours we call our Creators' Code: Customer Love; Unity; Integrity; Growth; Impact.
**WHAT TO EXPECT**
The purpose of this role is to ensure that performance is maximised Globally to drive sales volumes and retain & renew customers.
**THE ROLE**
Key Responsibilities
- Collaborate with FS Regional Heads to develop "One Team" to address priorities, create/maintain consistency, challenge performance and foster sharing of ideas/ best practices.
- Lead the Sales Strategy through change of Partner, both exiting and on-boarding.
- Work across Commercial Functions in particular the Market Business & Operations Performance Managers to support change processes and drive Market Performance using Market Reviews, Deep Dives & FS Drumbeats.
- Lead the deployment of FS sales tools across Markets i.e. P360, FISC, FS Intelligent Renewals.
- Lead cross-functional development & deployment of globally applicable FS customer renewal programme, ensuring a "Plan for every Customer" (Total Portfolio Mgt).
- Develop & lead FS penetration and renewal budget setting & re-forecasting process with Markets and FS Partners, maintaining alignment with JLR Business Planning processes.
- Manage the development & deployment of FS globally applicable training.
- Engage with Regional Heads to manage the Variable Marketing (VM) budgets in support of Financial Services programmes to maximise sales, customer loyalty and increase cost efficiency.
- Ensure competitive customer offers are in place for existing and new vehicle launches through comprehensive benchmarking.
- Work with Regional FS Managers, Sales Directors and Performance Managers within the QFMAR process to ensure the programmes will be competitive, value for money and support RV's.
- Lead the Residual Value Management Team to support the Business through the life of our vehicles from Design to Recycling
- Through the RV Team become the conscience of the Business
- Working with the MBO Analytics team, Lead the FS Reporting & Analytics Team to develop out Tableau & MIS reporting to become the single source of the truth, ensuring production is comprehensive, timely and accurate.
- Lead Data programme to maximise customer consents, data captured and operational processes whilst reducing regulatory risk to JLR.
- Undertake any other work as directed by their line manager in connection with their job as may be requested.
Key Performance Indicators
- New Car Finance Penetration
- Used Car Finance Penetration
- Customer Finance Renewals
- RV surety
- Insurance Penetration
- Bank Customer Incremental Sales
Key Interactions
- Market Sales Directors
- Regional Marketing Directors
- Regional FS Heads
- Demand Planning, Reporting & Insight Managers
- Bank Partners
- RV Setters
**WHAT YOU'LL NEED**
Knowledge, Skills and Experience
- Previous experience and background in a retail sales and marketing environment gained at management level.
- Previous experience in the Automotive Financial Services industry.
- Effective management of internal and external relationships.
- Analytical skill set with the ability to use data accurately to make informed recommendations and decisions in the context of the wider business.
- Ability to enhance and drive brands through the development of the Financial Services business.
- Experience of developing and managing Full-Service Leasing (FSL) and Operating Lease products, preferably for premium brands, in a competitive environment.
- An excellent understanding of FIM (Finance & Insurance Management) Retailer Development Programmes.
- Understanding of wholesale forecasting/volume planning process.
- Relevant degree or equivalent experience preferred.
- Team leadership skills.
- Commercially astute with an ability to develop the overall operational management of the financial services function in a Sales and Marketing environment.
Personal Profile
- An individual with a customer first mindset who is easy to do business with and makes people feel special, driven to deliver experiences that are personalised, transparent and dependable.
- A determined individual, highly driven, committed and results-orientated who works with pace, energy and confidence.
- An individual who is resilient, energetic and enthusiastic, responds constructively to new ideas and input in a changing business environment.
- An individual who is able to challenge existing thinking in a positive way whilst building credibility and trust through experience and personal style.
- A sophisticated communicator who is able to communicate directly, clearl
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