This pivotal role is responsible for **driving sales performance** and fostering **operational excellence** throughout the dynamic vehicle dealer network across the Central America and Caribbean region. The Manager will strategically **optimize critical sales processes** , from forecasting and planning to order management and incentive programs, ensuring maximum efficiency and accuracy. By providing robust analytical support, actionable insights, and streamlined operational frameworks, this position directly contributes to **supporting strategic growth initiatives** , enhancing market share, and maximizing profitability for both Ford and its valued dealer partners in the region. **Key Responsibilities: Sales Operations Manager, Central America & Caribbean** **Sales Management & Business Planning** + **Dealer Operations & Performance Oversight:** + Manage wholesale vehicle distribution to dealers. + Ensure dealers achieve retail sales goals. + Conduct detailed sales performance reviews with dealers, analyzing against established objectives and action plans. + Continuously evaluate dealer operational practices to ensure alignment with Ford's strategic objectives. + **Annual Business Planning & Execution:** + Lead the development of the annual business plan for assigned regions/markets. + Define and track key business metrics, including: + Sales targets + Market share goals + Order submission rates + Customer satisfaction levels + Identify and secure necessary support and budget for successful plan implementation. **Market Positioning** + **Vehicle Positioning Strategy:** + Collaborate with Product and Finance departments to align vehicle positioning with overall sales strategy and optimize market competitiveness. **Market Representation & Development** + **Network Growth & Performance:** + In coordination with the Market Representation office, identify new sales opportunities and areas for network performance improvement within the region. + Analyze market potential within the designated region. + **Dealer Launch Coordination:** + Coordinate comprehensive launch strategies for new dealers. + Liaise with Marketing and Public Affairs departments to ensure effective and streamlined launch processes. **Production and Distribution Liaison** + **Production & Forecasting Communication:** + Communicate production scheduling and forecasting processes to dealers, considering industry trends, segment mix, and desired sales targets for the markets. + **Vehicle Status Management:** + Provide dealers with updated vehicle production priority status. + Monitor vehicle shipping processes and facilitate the resolution of any shipping issues. **Marketing & Retail Marketing** + **Marketing Program Development & Execution:** + Develop and execute variable marketing programs tailored to specific market needs. + Coordinate with dealerships to develop co-op marketing plans that support overall sales and enhance brand equity. **I. Education:** + **Bachelor's Degree:** Required in Business Administration, Marketing, Finance, Economics, or a related field. + **Master's Degree (MBA):** Preferred; a plus for strategic roles. **II. Experience:** + **Minimum 7-10 years of progressive experience** in Sales Operations, Sales Management, Business Analysis, or a closely related field within the **automotive industry** . + **Preferred, Proven experience within multinational Original Equipment Manufacturers (OEMs)** or large, multi-brand dealer groups is highly desirable. + **Preferred, At least 3-5 years of direct experience in the Central America & Caribbean (CAC) region** , demonstrating a deep understanding of local market dynamics, dealer networks, and business practices. + **Demonstrated success in:** + Sales forecasting, planning, and target setting. + Developing and implementing sales processes and operational efficiencies. + Managing and optimizing sales incentive programs. + Performance reporting and dashboard creation. + Supporting dealer development and effectiveness initiatives. **III. Skills & Competencies:** **A. Technical & Analytical Skills:** + **Advanced proficiency in Microsoft Excel** (e.g., pivot tables, VLOOKUP, complex formulas, data modeling). + **Strong command of Business Intelligence (BI) tools** (e.g., Tableau, Power BI, Qlik Sense) for data visualization and analysis. + **Experience with CRM systems** (e.g., Salesforce, Microsoft Dynamics) and Dealer Management Systems (DMS) specific to the automotive sector. + **Proficiency in ERP systems** (e.g., SAP) for data extraction and reporting. + **Solid understanding of statistical analysis** for forecasting and trend identification. + Ability to translate complex data into actionable insights and strategic recommendations. **B. Interpersonal & Communication Skills:** + **Exceptional verbal and written communication skills** across all levels of an organization and with external partners (dealers). + **Strong presentation skills** , with the ability to articulate complex information clearly and persuasively. + **Excellent stakeholder management and relationship-building abilities** , particularly with dealer principals, general managers, and cross-functional teams (Marketing, Finance, Supply Chain, Product Planning). + **Negotiation and influencing skills.** + High degree of emotional intelligence and cultural sensitivity, crucial for operating in the diverse CCA region. **C. Strategic & Leadership Competencies:** + **Strong strategic thinking** with the ability to connect operational details to broader business objectives. + **Problem-solving aptitude** , capable of identifying issues, analyzing root causes, and implementing effective solutions. + **Results-oriented** with a proven track record of achieving sales targets and operational improvements. + **Proactive and self-driven** , able to work independently and manage multiple priorities in a fast-paced environment. + **Adaptability and resilience** in navigating dynamic market conditions and unforeseen challenges. **IV. Knowledge:** + **In-depth knowledge of the automotive industry** , including vehicle sales cycles, dealer operations, market trends, and competitive landscape within the CAC region. + Understanding of sales methodologies and best practices. + Basic financial acumen, including P&L analysis, margin management, and cost control. + Familiarity with regional import regulations, taxation, and economic factors impacting vehicle sales. **V. Languages:** + **Fluency in Spanish (written and spoken) is essential.** + **Fluency in English (written and spoken) is essential.** **VI. Travel:** + **Ability and willingness to travel frequently** across the Central America and Caribbean region to engage with dealers and regional teams. **Requisition ID** : 47893