Managing Director Distribution

Company Overview   

We’re part of Inchcape

Inchcape Australasia employs over 1,300 team members across Australia and New Zealand. As part of a global company, our purpose is to bring mobility to the world’s communities - for today, for tomorrow and for the better. Across Australia and New Zealand, we have a diverse portfolio spanning distribution, where we hold the custodianship for some of the worlds most recognised brands; fulfilment, where we are the market leader in integrated, omni-channel automotive fulfilment solutions; retail, where we deliver an exceptional experience at every stage of the customer journey and financial services, where we deliver the right financial services solution to our distribution brand networks, retail businesses and customers.

Our diverse and rich history inspires us to adopt a longer-term perspective contributing to a more sustainable and responsible automotive industry while generating a positive impact for our customers and community. At Inchcape, we believe the true power of diversity cannot be realised without an inclusive culture and that talent is equally distributed across society. Inchcape is committed to creating an inclusive and diverse workplace where the power of our differences can be embraced and everyone feels they can belong, be themselves and succeed.

Business Unit Overview          

We have a diverse portfolio spanning distribution where we hold the custodianship for some of the worlds most recognised brands, fulfilment where we design and manage a vibrant value chain, and retail where we deliver world-class customer experience at every stage of the customer journey.

The Centre is designed to empower and enable each business to fulfil their role in the customers experience, while also spearheading the company’s growth agenda to be the undisputed #1 for our OEM partners. 

Position Overview

This role is responsible for leading the distribution business, developing our strategic business plans by building a high-performance team and culture.

This role develops and maintains strong relationships with our OEM partners to deliver the future needs for the Australia and New Zealand markets and ensure a voice within the OEM to guide strategy. This role delivers genuine value to the Inchcape business as a whole from a commercial and strategic perspective.

It has oversight for the day-to-day operations of the distribution organisation, its people and resources. The MD implements the strategy

and ensures that the organisation’s operating model meets the strategic needs of the organisation.

Reports to       

Managing Director, Australasia

Direct Reports (Team)             

General Manager Subaru, General Manager NZ, General Manager PCA, General Manager Foton, General Manager Deepal, Head of Fleet and Corporate, Head of Product Planning, Head of Aftersales,  Head of Network Development

Key Working Relationships

Executive Committee Team, Executive Leadership team, OEM Partners, Dealer Networks, IFSA, External Automotive representative bodies

Key Responsibilities

OEM Relationships

• ·       Maintain and build key relationship with our OEM partners for all strategic and operational aspects.
• ·       Design and align market strategy with OEM objectives to deliver on OEM performance requirements.
• ·       Share regular market strategy and performance updates.
• ·       Influence our OEM partners strategy and product decisions for the benefit of our markets.
• ·       Ensure delivery against all aspects of the distributor agreements.
• ·       Negotiate and agree product portfolio for all OEM partners.
• ·       Negotiate and agree FOB pricing and support for all OEM partners.
• ·       Negotiate and agree distribution agreements renewals with our OEM partners.

Strategy

• ·       Lead the OEM distribution businesses to maximise the commercial opportunities from our existing partners.
• ·       Create and drive an effective strategic plan aligned to DE for distribution over a 5 year horizon that covers all aspects the business.
• ·       Challenge the Leadership Team in developing key strategic initiatives.
• ·       Identify opportunities for additional revenue, OP, cost reduction, growing margin and new business opportunities.
• ·       Develop and be responsible for risk mitigation especially within AOP, and when necessary, further develop & implement mitigating actions.
• ·       Develop business plans, budgets and strategies and ensure effective execution of these plans, budgets and strategies. 
• ·       Ensure changes to the budget are focused revenue and PBT delivery, in line with strategic initiatives and are managed effectively.
• ·       Drive commercial effectiveness by determining the key financial drivers that add value whilst always ensuring our customers are central to our decision making.
• ·       Build strong relationships with our OEM partners and dealer networks to lead them to business success.
• ·       Collaborate with other Inchcape group MDs to identify synergies across the value chain and opportunities within the group.

Distribution Excellence

• ·       Lead our centres of excellence functional distribution teams across Aftersales, Network Development, Product Planning and Fleet sales to deliver the best-in-class distribution for our OEM partners.
• ·       Lead the digital direct omnichannel strategy across distribution coupled with shaping the dealer network of the future.
• ·       Grow our fleet and corporate sales across the Inchcape value chain ensuring we leverage commercial opportunities through new EV products and services.
• ·       Expand our digital parts platform with new OEM partners and 3rd parties in the market.

People Leadership

• ·       Lead, develop and motivate the Leadership Team and ensure the team has clear performance objectives in service of our Accelerate Strategy and Annual Operating Plans.
• ·       Actively coach and develop leaders to build capability.  Drive talent management through development plans, succession plans and project work.
• ·       Build a high-performance culture through One Inchcape Values and behaviours and hold the team accountable for living our values and demonstrating behaviours.
• ·       Lead and champion change and collaboration across the organisation.
• ·       Evaluate and ensure our talent will meet current and future needs support by professional development to achieve the distribution business objectives.

Workplace Health & Safety

• ·       Every employee has a responsibility to proactively manage risk and ensure a safe work environment. Responsibilities for this role include:
• ·       Follow standard safe work procedures
• ·       Identify and report hazards, both physical & psychosocial
• ·       Follow reasonable instructions
• ·       Act responsibly for the safety of self and others
• ·       Participate in HSE improvement activities
• ·       Wear designated personal protective equipment
• ·       Ensure tools are in a safe condition before use
• ·       Adhere to site safety rules

Essential Requirements:

• ·       Substantial leadership experience (10+years) demonstrating a significant contribution to strategy linked to business success.
• ·       A demonstrable track record of achievement in developing collaborative OEM relationships and delivering commercial performance.
• ·       Experience in leading significant change, in a large and complex organisation.
• ·       Bachelor’s degree in Business, Management, or a related discipline

Desirable Requirements:

·       Masters degree in Business Administration

Competency requirements

• ·       Ability to build, inspire and lead to create a shared vision, using strong insight on what drives/motivates others, inspires people to action.
• ·       Able to demonstrate cutting edge strategic capabilities to create strategic plans. 
• ·       First class leadership skills combined with strategic commercial acumen with the ability to assimilate and synthesise complex information.
• ·       Ability to lead and create a collaborative, team-based culture, beyond the direct remit of the position.
• ·       Outstanding interpersonal skills, with strong presence and the ability to build long-lasting relationships with internal and external parties.
• ·       A self-starter and decision taker; open, confident and persuasive, with excellent presentation and strong listening abilities.
• ·       Strong sense of confidence and character with a professional, values-based disposition.
• ·       Is a change leader and agitator.