AFTERSALES COMMERCIAL DIRECTOR

Triumph

Triumph Motorcycles, founded in 1902, is a privately-owned company based in the United Kingdom selling motorcycles, parts, accessories, and apparel across six continents. Through the Fifties and Sixties, names such as Steve McQueen and Marlon Brando cemented the Triumph legend, while numerous land speed records and racetrack successes gave motorcycles like the Thunderbird, Bonneville, Tiger, and Trident iconic status. During its heyday, Triumph Motorcycles commanded nearly 50% market share in the US. The modern Triumph Motorcycles was reintroduced to the world in 1990, and the Triumph Motorcycles America subsidiary was established in 1994. The company is proud of its heritage and vision as the premium lifestyle British motorcycle brand and is focused on elevating the Brand and attracting younger riders as excited about Triumph products as those who have had them for many years.

Triumph Motorcycles America has experienced significant growth over the past 10 years, expanding at nearly 50 percent, with expectations of similar growth levels through to 2025 and beyond. Revenue within North America, the global company's largest subsidiary, has climbed to about $160 million. Triumph Motorcycles sells about 16,000 units in the US now; the company's goal and mission are sustainability and profitability, delivering 20,000 units in the market by 2025. Motorcycles are currently built in the United Kingdom and Thailand, with North American warehouses in Canada, Nevada, and Virgina. There is also a parts, accessories, and apparel distribution facility in Kentucky.

Headquartered in Atlanta, Georgia minutes from the Hartsfield International Airport, Triumph Motorcycles America currently employs 65 extremely dedicated professionals, with the sales team deployed within their respective regions around the United States and Canada. Triumph Motorcycles America and its employees succeed because they are honorable, respectful, and transparent at all times.

The company has 205+ Triumph World Black showrooms nearly 100% renovated to reflect the design and feel of the one created at its headquarters. The company's focus is on brand representation, customer experience, sales performance, and financial results. Investing heavily in infrastructure in order to be more competitive, it uses UPS for parts, accessories, and clothing warehousing, and runs a complete customer service operation in house.

Today, Triumph Motorcycles is one of the fastest growing and innovative motorcycle brands in the country. While Triumph Motorcycles has a rich history and legacy, change is constant within the organization. Triumph Motorcycles produces premium products which are distinctive, cool, and authentic working in a fluid, dynamic, and constantly changing environment that reinforces its premium and iconic heritage.

AFTERSALES COMMERCIAL DIRECTOR POSITION

The Aftersales Commercial Director is a newly created position within Triumph Motorcycles America. A key member of the executive team and the head of aftersales for Triumph Motorcycles in the United States and Canada, the Aftersales Commercial Director will report directly to the General Manager of Triumph North America.

The Aftersales Commercial Director will have full parts, accessory and clothing sales responsibility as well as aftersales responsibilities for the United States and Canada.

He or she will ensure that the organization is meeting retail, wholesale, revenue, and profitability goals by strategically leading and performing high-level sales duties personally through a skillful hands on approach, while also providing focused direction and guidance to the aftersales team, and the parts, accessories and clothing team. The Aftersales Commercial Director will have three direct reports: Warranty and Technical Operations Manager, and Parts and Consumer Operations Manager, each of whom manage 4 staff members, as well as the Accessory and Clothing Product Coordinator, all of whom are based out of our Triumph North America Headquarters, in Atlanta Georgia. He or she will be expected to be a strong mentor to those on his or her team. The Aftersales Commercial Director will motivate and drive his or her teams, creating cohesiveness and offering support, while harnessing friendly spirited competition so that all members of the Aftersales and Pac teams, as well as the organization, reach respective goals.

An entrepreneurial sales leader with a proven track record of exceeding sales goals and setting strategy, and managing the aftersales process, the Aftersales Commercial Director will be tasked with developing strategic sales plans and implementing them to enhance market share, grow sales as well as lead volume in the markets in which Triumph Motorcycles America competes.

The Aftersales Commercial Director will be based at Triumph Motorcycles America's headquarters in Atlanta, Georgia. The Aftersales Commercial Director will be expected to be on the road between 30% to 50% of the time.

The Aftersales Commercial Director will have a unique professional opportunity to be part of a dynamic team and continue to establish the iconic brand which is experiencing high growth and commanding significant market share quickly within the United States and Canada. This individual will be able to see the immediate impact of his or her work and have a personal impact and effect on the business every day.

Working in a dynamic, passionate environment, the Aftersales Commercial Director will have an opportunity to combine his or her passion with their professional goals.

KEY RESPONSIBILITIES

Internal Sales Team Management & Development

• To lead, manage, coach, and develop up to three Aftersales Managers, PAC Commercial Sales Lead, Parts and Consumer Operations Manager and Warranty and Technical Operations Manager, each supporting a dedicated team reporting into them
• To fully support a seamless integration of all Triumph Global Aftersales programs and initiatives to support both US and Canadian dealers

• To provide sophisticated sales leadership and direction through aftersales management and training, with a commercial and customer focus
• To direct staffing, training, and performance evaluations to develop and control sales and Aftersales programs to best support Triumph Dealers
• To build relationships at all levels, ensuring consistent communication between internal teams, and information flow between the Triumph Global Headquarters, Triumph North America headquarters and the Field Sales Team.
• To help the team with further knowledge regarding sales processes within dealerships, Retail Sales Development and tracking, as well as support all Aftersales and CSI efforts

Enterprise Sales Leadership & Organizational Implementation

• To lead the delivery of short, medium, and long term Aftersales targets in all departments

• To develop, review and drive all sales forecasting activities and set performance goals accordingly
• To review market analyses to determine dealer and customer needs as well as competitive threats
• To improve revenue, profitability and awareness
• To Develop a daily, weekly aftersales reporting matrix to enhance the performance of each aftersales department
• To develop and implement strategic sales plans to accommodate management goals, helping achieve the organizational goals
• To develop and implement an internal Aftersales calendar to maximize internal communication and awareness of all departments while setting annual strategic campaigns to maximize Triumph Dealer and customer opportunities
• To increase the company's market presence and share in fast-growing markets and promote its reputation for client satisfaction
• To work closely with the Global Triumph Team and increase and improve our e-comm presence and awareness for the Triumph Brand as well as our dealers
• To Develop a strong internal communication and process with Triumph's Dealer Development Team to create quality process for new dealers
• To support Triumph's global Aftersales long range sales goals, objectives, sales work plans, and policies
• To use knowledge of aftersales to decrease buy-backs, improve dealer service training and dealer accountability

Administration and Management of Sales Efforts with Marketing

• To create motivating sales campaigns to drive the achievement of our sales goals

• To work closely with both the National Sales Manager and the Marketing Director to ensure the retail and apparel/accessories/ clothing components of the business are meeting company targets
• To project and support Triumph as the Premium Lifestyle British Motorcycle Brand to potential customers and dealers and teach those internally to do so in a more effective manner

Cross Functional Team Leadership

• To constantly improve communication within Triumph Globally, as well as in the North America team and our dealers

• To be able to be proactive, work with and across function areas, and serve as a meaningful organizational contributor
• To collaborate with the organization's executive team to ensure that sales objectives are being executed in accordance with overall corporate and company goals
• To provide monthly, quarterly, and annual sales forecasting reviews to senior management and Triumph headquarters with close synchronization with the Chief Commercial Officer and General Manager
• Regularly collaborate with the Chief Financial Officer on sales data and budgets
• Work closely with the Warranty and Technical Operations Manager and Parts and Consumer Operations Manager, adopting new strategies in areas based on obtained data analytics and feedback
• To find ways to do things more efficiently, quickly, and identify and implement process improvements in the sales and aftersales environments

CANDIDATE PROFILE

EDUCATION & CERTIFICATION

• A bachelor's degree is required. An advanced degree, Master of business administration (M.B.A.), is advantageous

FUNCTIONALCOMPETENCIES- SKILLS, KNOWLEDGE, & EXPERIENCE

• A sales and business development management executive with between ten and fifteen years of overall professional experience, five-to-eight years of which should have been in senior sales leadership and aftersales positions
• A demonstrated track record in sales, CSI and aftersales leadership, ideally on behalf of a premium brand, within the motorcycle, automotive, and/or powersports industry
• One who has a deep professional understanding of dealers and the regulatory and legal matters associated with operating in such environments, with previous responsibility for at least 200 dealers
• Experience creating greater diversity in dealership networks and working with dealers to increase sales and lead performance
• Professional experience in raising brand awareness and performing dealer and market research, i.e., being able to evaluate the positioning of a company and subsequently what it may require to increase revenue and market penetration
• A proactive sales management executive who has planned successful sales agendas and is highly metric driven
• A proven ability to provide accurate forecasting
• Acumen in setting up detailed KPIs and sales metrics for the sales teams, supported by quality measurements and follow up
• A demonstrated emphasis on developing strong partner relationships
• Knowledge in developing strategies to achieve sales goals; understanding an organization's strengths and weaknesses; analyzing markets and competition; identifying external threats and opportunities; and adapting strategies to changing conditions
• Possesses strong business acumen; understands business implications of decisions; displays orientation to profitability and a sustainable sales strategy; demonstrates awareness of market and competition; and aligns work with strategies

LEADERSHIP & MANAGEMENT/BEHAVIORAL COMPETENCIES

• An independent, self-motivated yet connected sales management leader
• A demonstrated track record of being able to make decisions and represent his or her team, having a teaching/mentoring approach
• One who is process-oriented, with an ability to communicate management styles and techniques
• Demonstrated success in producing "wins" due to leadership and application of management techniques
• Experience in hiring, developing, motivating, and compensating a sales team in a fast paced environment

• Ability to establish a collaborative, positive workplace environment and retention strategy, strengthen employee relations, develop people, and maintain a positive and constructive social situation within the company
• A sales management leader who is customer-centric; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; and meets commitments
• Demonstrated ability to identify and resolve problems in a timely manner; gather and analyze information skillfully; and develop alternative solutions
• A self-starter who takes independent actions and calculated risks, and looks for and takes advantage of opportunities
• An individual who looks for ways to improve and promote quality, and demonstrates accuracy and thoroughness
• Highly effective interpersonal and oral/written communication skills
• Able to communicate goals for moving the company forward in a short period of time

PERSONALCHARACTERISTICS

• Powerful, positive, and inspiring attitude
• Enthusiasm for and a great passion for motor sports; a fellow rider
• A creative, imaginative individual
• A high degree of personal and professional integrity and ethics
• One who has a strong work ethic and leads by example
• An executive who is hungry to achieve individual and organizational objectives
• A collaborative, proactive team player

• A driven individual who has a demonstrable track record of delivering sales growth, and achieving key agreed goals and objectives
• One who is accountable to his or her team, colleagues, and senior management
• A charismatic individual who values relationship building and enjoys driving results
• A person with a high tolerance for ambiguity and who embraces change
• A visionary entrepreneur that can influence others through his or her unique approach
• A modest, servant leader who possesses a low ego, and celebrates the success of the organization and others within the business