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Head of Sales - Job Opportunity at Volkswagen Group Australia

Sydney, Australia
Full-time
Executive
Posted: June 12, 2025
Hybrid
AUD 200,000 - 280,000 per year plus performance bonuses and benefits. This executive-level position at a major OEM typically commands premium compensation reflecting the strategic importance of the Australian market and the complexity of managing multi-brand operations across diverse sales channels.

Benefits

Comprehensive professional development program with LinkedIn Learning access and strong internal promotion opportunities (25% of vacancies filled internally)
Flexible hybrid work model combining office and home arrangements plus 10 days remote work anywhere in Australia
Enhanced leave package including VGA Day, birthday leave, and generous 20-week parental leave at full pay
Annual fitness and wellbeing subsidy supporting employee health and work-life balance
Exclusive VGA Car Lease Program providing access to premium vehicle portfolio
Significant employee discounts on Audi, CUPRA, Skoda and Volkswagen vehicles
Family entertainment benefits with free zoo access
Premium work environment in award-winning facility with convenient parking and transport links

Key Responsibilities

Drive national sales strategy execution across all channels (B2C, B2B, dealer, fleet, digital) to achieve critical performance metrics including volume, market share, and profitability targets
Lead data-driven performance optimization initiatives to enhance dealer effectiveness, operational efficiency, and customer experience across the network
Orchestrate annual sales planning and budgeting processes, ensuring strategic alignment between dealer targets and OEM production capabilities
Oversee comprehensive sales forecasting and inventory management systems while delivering executive-level reporting and actionable business insights
Champion cross-functional collaboration with Marketing, Product, and Network Development teams to drive integrated business initiatives
Establish dealer excellence through structured performance reviews, continuous improvement frameworks, and strategic stakeholder engagement
Architect and implement training and engagement strategies that elevate dealer network capabilities and market performance
Maintain corporate governance standards through effective resource allocation, risk management, and performance accountability to global Volkswagen network

Requirements

Education

Bachelor's degree in Business, Marketing, or a related field; MBA preferred

Experience

Minimum 8-10 years of progressive experience, including at least 3 years in a senior leadership role

Required Skills

Extensive experience in automotive sales management, ideally within an OEM or major dealership group Strong commercial and strategic acumen, with the ability to link data and strategy to tangible outcomes Proven capability in coaching high-performing teams and developing collaborative business partnerships Deep understanding of sales channels, customer behaviour and the evolving automotive landscape Strong communication, negotiation, and stakeholder management skills Familiarity with electric vehicles, digital retailing, and connected car technologies Experience with CRM and sales enablement tools such as Salesforce
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Sauge AI Market Intelligence

Industry Trends

The automotive industry is experiencing unprecedented transformation driven by electrification mandates, with governments worldwide implementing aggressive EV adoption targets. This shift requires sales leaders to navigate complex portfolio transitions while maintaining profitability across traditional and electric vehicle segments. The Australian market specifically faces unique challenges with infrastructure development and consumer adoption rates varying significantly across metropolitan and regional areas. Digital retail transformation has accelerated dramatically, with consumers increasingly expecting seamless online-to-offline experiences. Sales leaders must now integrate traditional dealer networks with digital platforms, managing inventory visibility, pricing transparency, and customer journey optimization across multiple touchpoints. This convergence requires sophisticated data analytics capabilities and cross-functional collaboration skills. Supply chain disruptions and semiconductor shortages have fundamentally altered automotive sales strategies, shifting focus from volume-driven to value-optimized approaches. Sales leaders must now excel at demand forecasting, inventory allocation, and customer expectation management while maintaining dealer network profitability despite reduced throughput and extended delivery times.

Role Significance

Typically manages 15-25 direct and indirect reports across sales operations, planning, and dealer development functions. The role involves matrix management of field sales teams, dealer principals, and cross-functional stakeholders, requiring sophisticated leadership and influence management capabilities across diverse geographic and functional areas.
This is a senior executive position with direct accountability for national sales performance across multiple premium automotive brands. The role carries significant P&L responsibility and strategic influence over market positioning, dealer network development, and customer experience initiatives. The position reports to senior leadership and interfaces regularly with global headquarters, indicating high organizational importance and visibility.

Key Projects

National sales strategy development and implementation across multi-brand portfolio Digital transformation initiatives integrating online and offline customer experiences Dealer network optimization and performance enhancement programs Electric vehicle launch and market penetration strategies Customer experience enhancement and retention programs Sales forecasting and inventory optimization system implementations

Success Factors

Demonstrated ability to balance competing priorities across multiple premium brands while maintaining brand integrity and market positioning. Success requires sophisticated understanding of brand differentiation strategies and customer segmentation approaches within the competitive luxury automotive market. Advanced analytical capabilities to interpret complex sales data, market trends, and dealer performance metrics. The role demands ability to translate data insights into actionable strategies that drive measurable business outcomes across diverse sales channels and geographic markets. Exceptional stakeholder management skills to navigate relationships with dealer principals, internal cross-functional teams, and global OEM leadership. Success requires building consensus and driving alignment across sometimes competing interests while maintaining strong collaborative partnerships. Strategic thinking combined with operational excellence to develop long-term market strategies while ensuring consistent execution of day-to-day sales operations. The role requires balancing innovation with proven sales fundamentals and maintaining performance during periods of industry transformation.

Market Demand

High demand exists for experienced automotive sales executives who can navigate industry transformation while delivering consistent performance. The combination of traditional automotive expertise with digital transformation and electrification experience creates a competitive talent market, particularly for candidates with OEM experience and proven track records in complex, multi-stakeholder environments.

Important Skills

Critical Skills

Automotive industry expertise is absolutely essential given the complex technical, regulatory, and market dynamics specific to vehicle sales, dealer network management, and customer lifecycle requirements. The automotive industry operates with unique business models, margin structures, and stakeholder relationships that require deep sector knowledge. Data analytics and strategic planning capabilities are crucial for success in modern automotive sales leadership, where decisions must be based on sophisticated market analysis, customer behavior insights, and performance metrics. The ability to translate complex data into actionable strategies directly impacts business outcomes. Leadership and stakeholder management skills are fundamental to success given the complex matrix of relationships including dealer principals, internal teams, customers, and global headquarters. The role requires building consensus and driving performance across diverse, sometimes competing interests.

Beneficial Skills

Electric vehicle and connected car technology knowledge provides competitive advantage as the industry transforms toward electrification and digital services. Understanding these technologies enables more effective product positioning and customer education initiatives. Digital marketing and e-commerce expertise enhances ability to integrate online and offline customer experiences, optimize digital sales channels, and leverage data analytics for customer acquisition and retention strategies. International business experience facilitates collaboration with global headquarters and enables application of best practices from other markets to Australian operations, accelerating strategy development and implementation effectiveness.

Unique Aspects

Multi-brand portfolio management requiring sophisticated brand positioning and resource allocation strategies across diverse market segments from luxury to mainstream automotive categories
Integration of traditional automotive expertise with cutting-edge electric vehicle technology and digital retail transformation initiatives, positioning the role at the forefront of industry evolution
Direct connection to global Volkswagen Group operations providing access to international best practices, advanced technologies, and strategic market insights unavailable to smaller competitors
Responsibility for both metropolitan and regional Australian markets, requiring nuanced understanding of diverse customer needs, infrastructure challenges, and economic conditions across the continent

Career Growth

Career progression to broader executive roles typically occurs within 3-5 years for high-performing individuals, particularly those who successfully navigate the current industry transformation and demonstrate measurable impact on market share and profitability metrics.

Potential Next Roles

Managing Director or CEO roles within automotive OEMs or major dealer groups Regional Director positions overseeing multiple country operations within global automotive companies Senior Vice President of Sales positions at larger automotive manufacturers General Manager roles encompassing broader P&L responsibility including marketing, operations, and customer experience Executive positions in automotive technology companies or mobility service providers

Company Overview

Volkswagen Group Australia

Volkswagen Group Australia represents one of the world's largest automotive manufacturers, operating as a wholly-owned subsidiary managing multiple premium brands including Audi, CUPRA, Skoda, and Volkswagen. The organization employs over 600,000 people globally and maintains market presence in more than 150 countries, providing significant scale and resources for market development initiatives.

As part of the global Volkswagen Group, VGA holds a strong position in the Australian premium automotive market with a diverse portfolio spanning luxury (Audi), performance (CUPRA), value-oriented (Skoda), and mainstream (Volkswagen) segments. This multi-brand approach provides competitive advantages in market coverage and customer lifecycle management.
The Sydney-based National Sales Centre serves as the strategic hub for Australian operations, providing centralized oversight of dealer networks, customer experience, and market development activities. The Australian market represents a significant growth opportunity within the Asia-Pacific region, particularly for electric vehicle adoption and premium brand development.
VGA emphasizes collaboration, innovation, and continuous learning within a structured corporate environment. The company's investment in employee development, flexible work arrangements, and comprehensive benefits reflects a commitment to talent retention and performance excellence. The culture balances global corporate standards with local market responsiveness and entrepreneurial thinking.
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