Head of Van Sales

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​Role Overview

This is a high impact senior leadership role responsible for leading, developing, and delivering the van sales strategy across the business. This role drives revenue growth, market share, and profitability within the Light Commercial Vehicle (LCV) segment, while ensuring an outstanding customer experience across fleet and retail channels. 

This is not a maintenance role; it is about scaling performance and challenging the status quo, requiring strong commercial leadership, operational discipline, and the ability to inspire high-performing sales teams to win in a competitive market. 

Reporting To

Managing Director / Commercial Director

Key Responsibilities:

Sales Strategy & Performance

• Develop and execute a clear van sales strategy aligned to business objectives
• Deliver volume, revenue, and margin targets across new and used van sales
• Monitor performance through KPIs, taking corrective action where required
• Identify opportunities for growth in local and regional markets
• Personally lead from the front on major deals and key accounts

Leadership & Team Development

• Lead, coach, and develop the van sales team to maximise performance
• Create a high-energy, high-performance culture with clear accountability and engagement
• Support recruitment, onboarding, and ongoing training of sales personnel
• Set clear objectives and conduct regular performance reviews, addressing underperformance decisively

Customer & Market Focus

• Build strong relationships with key fleet customers and local businesses
• Ensure exceptional customer experience across all touchpoints
• Monitor competitor activity and market trends to maintain competitive advantage
• Work closely with manufacturer partners to maximise opportunities
• Position the business as the go-to van partner in the region

Operational Excellence

• Maintain absolute control over pipeline, order bank and stock turn
• Continuous New & Used stock management
• Ensuring dynamic pricing of Used stock
• Drive disciplined CRM usage and data-driven decision-making
• Maintain compliance with all regulatory and manufacturer standards
• Work cross-functionally to maximise total business profitability (sales, aftersales, finance)

Financial Management

• Manage budgets, pricing strategies, and cost control
• Drive profitability through strong margin management and value-based selling
• Provide accurate forecasting and reporting to senior leadership

Key Performance Indicators (KPIs)

• New and used van sales volume
• Gross profit and margin performance
• Market share within the LCV segment
• Customer satisfaction (CSI/NPS)
• Lead conversion rates and pipeline health
• Team performance and retention

Skills & Experience Required

Essential

• Proven track record in automotive or LCV sales leadership
• Strong commercial acumen with experience delivering sales targets
• Experience managing and developing high-performing teams
• Excellent negotiation, communication, and influencing skills
• Data-driven approach with strong analytical capability
• Commercially sharp with the ability to make fast, high-quality decisions

Desirable

• Experience within a franchised dealership environment
• Strong fleet sales and key account management experience
• Understanding of electric van market and transition strategies

Personal Attributes

• Results-driven and highly motivated
• Strong leadership presence with the ability to inspire others
• Customer-focused mindset
• Resilient and adaptable in a fast-paced environment
• High levels of integrity and professionalism