Sales Excellence Manager

About the Role
As the Sales Excellence Manager - VAS, you will be responsible for improving the effectiveness, productivity, and scalability of the VAS commercial organisation. This includes establishing robust sales processes, strengthening CRM discipline, improving funnel conversion, and enabling sales teams to focus on the highest-value opportunities. Your work will cover Vehicle Inspection and Evaluation, Auto Finance, Insurance, and other automotive value-added services, spanning both B2C and B2B channels.

Responsibilities

• Sales Performance and Productivity:

  • Own the sales performance framework across VAS teams and products.
  • Track performance against revenue, volume, conversion, and productivity targets.
  • Develop dashboards and scorecards covering individual, team, channel, and product performance.
  • Identify underperformance, funnel leakage, and opportunities to improve conversion.
  • Conduct regular performance reviews with sales managers and commercial leadership.
  • Benchmark performance across teams and identify best practices that can be scaled.
  • Support weekly, monthly, and quarterly commercial reviews, forecasts, and planning.

• Funnel and Conversion Excellence:

  • Own visibility of the end-to-end sales funnel, from lead generation through conversion and revenue realization.
  • Analyse conversion rates by source, salesperson, customer segment, product, and channel.
  • Identify high-intent customer segments and ensure sales capacity is allocated effectively.
  • Develop initiatives to improve lead response, follow-up, conversion, and cross-selling.
  • Partner with CRM and CLM teams to improve lead nurturing, retargeting, and reactivation.
  • Establish clear lead qualification, prioritization, and distribution rules.

• Sales Process and CRM Excellence:

  • Define and continuously improve VAS sales processes, SOPs, and ways of working.
  • Drive strong CRM adoption and data discipline across commercial teams.
  • Ensure accurate pipeline management, lead status updates, and opportunity tracking.
  • Simplify sales processes to reduce administrative workload and increase customer-facing time.
  • Identify opportunities for automation and technology to improve sales productivity.

• Cross-Sell and Product Penetration:

  • Build frameworks to increase penetration of multiple VAS products across the customer base.
  • Track Finance, Insurance, Inspection, and other VAS penetration by salesperson, team, channel, and customer segment.
  • Identify opportunities to cross-sell products throughout the customer journey.
  • Partner with Product, Marketing, and CLM teams to develop targeted commercial campaigns.
  • Support the launch and commercialization of new VAS products.

• Incentives and Sales Governance:

  • Support the design and continuous improvement of sales targets, commission structures, and incentive schemes.
  • Ensure incentives align with revenue, profitability, conversion, and strategic priorities.
  • Establish clear commercial KPIs and performance standards.
  • Monitor sales quality to ensure growth does not come at the expense of customer experience or operational efficiency.

• Sales Capability and Best Practices:

  • Identify capability gaps across the sales organisation.
  • Work with sales managers and Learning and Development to develop targeted coaching and training initiatives.
  • Create playbooks, scripts, and best-practice frameworks for different products and customer segments.
  • Help establish a consistent, high-performance sales culture across VAS.

• Commercial Analytics and Planning:

  • Translate commercial data into clear, actionable recommendations.
  • Support sales forecasting, target setting, and capacity planning.
  • Analyse sales productivity and recommend optimal team structures and resource allocation.
  • Develop business cases for new sales initiatives, channels, and process improvements.
  • Provide the Commercial Director with insights to support commercial decision-making.

Key Performance Indicators

• Revenue and volume achievement; lead-to-sale conversion; product penetration and cross-sell rate.
• Revenue and productivity per salesperson; lead response and follow-up performance.
• CRM adoption and data quality; sales pipeline accuracy; forecast accuracy.
• Customer acquisition efficiency and the implementation and impact of sales improvement initiatives.

Requirements

• Bachelor's degree in Business, Finance, Economics, Engineering, or a related discipline, or equivalent professional experience.
• 5-8 years of experience in Sales Excellence, Sales Operations, Commercial Excellence, Revenue Operations, or Sales Strategy.
• Experience in a large or fast-paced sales organisation, with a proven record of improving sales funnels, conversion, and productivity.
• Experience in automotive, marketplaces, fintech, banking, insurance, or digital businesses is highly desirable.
• Experience across both B2C and B2B sales environments is an advantage.
• Strong understanding of sales funnels, conversion metrics, performance management, CRM systems, pipeline management, and sales analytics.
• Understanding of commercial forecasting, target setting, capacity planning, incentive design, and sales governance.
• Highly analytical, with the ability to translate data into commercial actions and clear recommendations.
• Advanced Excel or Google Sheets and reporting capability; experience with CRM and BI or reporting tools.
• Strong project management, stakeholder management, communication, and presentation skills.
• Able to move effectively between strategic analysis and hands-on execution.
• Commercially minded, execution-focused, and comfortable challenging existing processes.
• Collaborative and confident working directly with senior leadership and cross-functional teams.
• Disciplined, proactive, and committed to building a consistent high-performance sales culture.

Benefits

• A fast-paced, high-performing team.
• Multicultural environment with over 60 different nationalities.
• Competitive Tax-free Salary.
• Comprehensive Health Insurance.
• Annual Air Ticket Allowance.
• Employee discounts at multiple vendors across the emirates.
• Rewards & Recognitions.
• Learning & Development opportunities.

The company is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.