The General Manager (GM) is the senior executive responsible for the overall strategic direction, operational excellence, and commercial performance of the Automotive Retail Division. The GM provides decisive leadership across the Sales and Product departments, driving revenue growth, customer satisfaction, and brand integrity while ensuring full compliance with financial, regulatory, and human resource governance frameworks.
The GM is the primary accountability holder for dealership profitability and acts as the key liaison between executive leadership and front-line operations.
- Develop and execute the annual business plan, including sales targets, product portfolio strategy, and market expansion initiatives aligned with corporate objectives.
- Set the division's vision, culture, and performance standards, translating corporate strategy into actionable operational plans.
- Monitor automotive industry trends, competitor activity, and consumer behaviour to identify growth opportunities and mitigate risks.
- Lead quarterly business reviews with the CEO and Board, presenting performance updates and strategic recommendations.
- Champion digital transformation and innovation across sales channels, product offerings, and customer engagement platforms.
- Provide direct leadership and oversight to the Head of Sales and the broader sales team across new vehicle, used vehicle, fleet, and aftersales segments.
- Set and monitor monthly, quarterly, and annual sales volume targets and revenue budgets per segment and per outlet.
- Review and approve sales incentive programmes, promotional campaigns, and pricing strategies to maintain competitiveness and margin integrity.
- Oversee the customer journey from lead generation through to vehicle delivery and post-sale follow-up, ensuring a premium retail experience.
- Analyse sales pipeline data, conversion rates, and customer acquisition costs; implement corrective actions when targets are at risk.
- Maintain manufacturer/OEM relationships, ensuring compliance with dealership standards, sales targets, and franchise agreements.
- Provide strategic direction to the Head of Product on vehicle inventory planning, model mix, trim levels, and accessories.
- Approve stock ordering plans, ensuring optimal inventory levels that balance demand fulfilment with working capital efficiency.
- Oversee product pricing frameworks, including wholesale costs, dealer margins, finance & insurance (F&I) products, and after-market accessories.
- Ensure the product lineup is consistently aligned with market demand, seasonal trends, and OEM allocation guidelines.
- Lead product launches and new model introduction planning, coordinating with marketing, sales, and service teams.
- Manage relationships with OEM product representatives, attending manufacturer briefings and ensuring timely communication of product updates to the team.
- Own and manage the divisional Profit & Loss (P&L) statement, Balance Sheet inputs, and Cash Flow reporting.
- Develop and submit the annual operating budget and capital expenditure (CAPEX) plan for Board approval.
- Monitor financial performance against budget monthly; investigate variances and implement corrective measures promptly.
- Ensure the integrity of financial controls, including vehicle cost of goods sold (COGS), gross profit per unit (GPU), variable selling expenses, and fixed overheads.
- Approve all departmental expenditure within delegated authority limits; escalate material deviations to the CFO.
- Oversee floor plan financing, vehicle funding lines, and cash collection processes in coordination with the Finance team.
- Prepare and present monthly financial reports, executive dashboards, and Board papers including sales performance, EBITDA, and working capital status.
- Ensure statutory financial compliance including GST/VAT, payroll tax, and vehicle duty obligations in coordination with the Finance and Legal teams.
- Lead a high-performing organisation by setting clear expectations, fostering accountability, and driving a results-oriented culture.
- Oversee the full employee lifecycle for direct reports: recruitment, onboarding, performance management, succession planning, and separation.
- Conduct formal bi-annual performance appraisals for all direct reports (Head of Sales, Head of Product, Department Managers) and ensure cascading appraisals are completed throughout the division.
- Partner with the HR department on workforce planning, headcount budgeting, and organisational restructuring initiatives.
- Review and approve all hire requisitions, compensation recommendations, and leave applications for direct reports within delegated policy limits.
- Champion learning and development initiatives; ensure all staff complete required manufacturer certifications, compliance training, and professional development programmes.
- Proactively manage employee relations matters including grievances, conduct issues, and disciplinary processes in accordance with employment law and company policy.
- Submit monthly HR metrics reports to the People & Culture team covering headcount, attrition, absenteeism, training completion, and open roles.
- Foster an inclusive, safe, and compliant workplace in line with the company's Diversity, Equity & Inclusion (DEI) policy and Workplace Health & Safety (WHS) obligations.
- Ensure all dealership operations comply with applicable automotive industry regulations, consumer protection laws, and OEM franchise standards.
- Oversee facility management, ensuring showroom presentation, workshop standards, and customer amenities are maintained to brand requirements.
- Implement and maintain ISO-aligned operational procedures and dealership management system (DMS) usage standards.
- Lead crisis management and business continuity planning; act as the primary escalation point for significant operational incidents.
- Ensure data governance and customer privacy obligations (e.g., PDPA, GDPR where applicable) are upheld across all departments.
- Champion a customer-first culture, setting service standards and Net Promoter Score (NPS) targets across Sales and Product touchpoints.
- Review and act on customer feedback, survey results, and escalated complaints to drive continuous service improvement.
- Represent the company at industry events, OEM forums, and community engagement activities to strengthen brand reputation.
- Bachelor's degree.
- Minimum 10 years of progressive management experience in automotive retail or a closely related sector.
- Minimum 5 years in a General Management or Senior Leadership role with full P&L accountability.
- Demonstrated experience leading Sales and/or Product departments in a multi-franchise or multi-outlet environment.
- Proven track record of achieving or exceeding revenue and profitability targets.
