Project Description

I was offered the role as Head of Sales at Riddermark Bil AB – Sweden’s largest used-car company, in mid-December of 2019. The task was quite straightforward. Implement the way of sales i’ve just implemented in Slagsta – Riddermark Bil’s largest store, throughout the rest of Riddermarks store network.

Riddermark Bil is a company in constant growth with a ”high drive” mentality and committed sales managers in the stores. The way of sales I needed to implement ensured a high sales pace, removal of sales barriers and development of sales-related routines such as budget follow-up, sales boards, sales expertise, onboarding, recruitment, as well as coaching sales managers in the way of sales and leadership. My responsibility was to grow the sales managers to be all they can be and assist them in maximizing the effect of incoming leads from operations.

In my role I had assistance from an external specialist in sales development and a COO who streamlined advertising, ongoing stock-work, and other routines on the store floors. Each store had one Sales Executive and one Operations Manager. Operations had the responsibility to increase the influx of leads to the store. The Sales Manager was the store commander in chief and responsible to utilize those leads and convert them into revenue.

One immediate development was the National Home Deliveries which was a huge success. It enables us to reach customers nationwide as usual during the pandemic. Another was the roll-out of a leads management system to increase hit rate and enable online transparency and coaching opportunities between Sales Managers and Sales Reps.

Results:

• The result during January and February of 2020, was a large bottom-line increase of result by +X MSEK compared to the same period the year before in 2019. The car industry’s economic fluctuation normally makes January and February two relatively tough months in terms of sales. This year it was not.
• Roll out the leads management system to all stores for increased hit rate. Hit rate rose with x%
• Developed national home deliveries which stood for up to 1/x of all sales and XX% of total revenue.