Our client, a consulting firm, is looking for a Dealer Coach / Dealer Advisor B2B to work in Germany on a part-time freelance basis.
Estimated end date: February 2027.
The expert will have to travel within Germany (expenses are paid separately).
The objective of the role is to sustainably professionalize the Small Fleet business within the dealer network, with a focus on strengthening qualitative regional business. This involves the following core elements:
- Establishing proactive market development in the Small Fleet segment
- Anchoring binding sales routines
- Establishing routines for the ongoing management of existing customers and leveraging their market potential (sales, financial products, after-sales) over time
- Managing the Small Fleet business through clearly defined KPIs and accountabilities at the dealer level
- The orientation of the role is explicitly focused on implementation and measurable impact, not on pure analysis or knowledge transfer.
Tasks of the Small Fleet Coach Role:
Initiation:
- Conducting initial meetings and kick-off appointments with dealers (remote and onsite)
- Analysis of acquisition activity, management logic, organizational structures, and existing-customer development using a predefined maturity assessment
- Evaluation of the maturity assessment criteria using a predefined scale
- Derivation of clearly prioritized action areas
Measure Planning and Decision-Making:
- Planning measures based on prioritized action areas
- Defining responsibilities and goals for operational implementation
- Coordinating and explaining the measures
- Supporting decision-making on the implementation of measures
Implementation of Optimization Measures with Various Focus Areas:
- Coaching individual employees at the dealership
- Tailored, needs-based and target-group-appropriate delivery of practical content
- Supporting the implementation of structural optimization measures (e.g. setting up reporting formats, integrating CRM into processes, connecting after-sales and sales through regular meetings)
- Regular reporting on the implementation status of measures
Cross-Cutting Activities
- Project management for the support of individual dealers
- Establishing KPI reporting from the dealer to the NSC during the program runtime, in coordination with the responsible field sales representative
- Representing the program in exchange meetings with field sales and the NSC
Professional background
- Must-haves:
- 8–10 years of sales experience with own revenue/results responsibility
- Several years of leadership experience (team size 5–20 people)
- Demonstrable new-customer acquisition and existing-customer management in a structured B2B or Small Fleet environment
- KPI-based sales management, including forecast and budget responsibility
- Experience in automotive retail or comparably structured multi-site sales organizations
- Impact Criteria (Differentiating Factors):
- Visible revenue or earnings growth (e.g. +15% p.a.)
- Implementation of performance or transformation initiatives
- Introduction/optimization of sales processes or standards
- Management of multiple locations or regions
- Embodiment of credibility in an entrepreneurially driven dealer environment through experience and seniority
- Solid experience and/or certifications in coaching/training of sales staff
- Broad experience with both small automotive dealers and multi-brand/multi-site dealers
