Licensee Manager - South (Sweden)

The Licensee Manager – South role is responsible for maintaining and developing the Avis Budget Group service via a network of Licensees in in the South of Sweden. The portfolio currently includes 13 partnerships across a wide geographical area. The Licensee Manager - South is responsible for the delivery of the licensee revenue (royalty) Plan, working with the Licensee Manager – North for the rest of the country. The role is also accountable for developing the licensee network in terms of geographies, revenues, profit, capabilities, quality of operations, and market coverage.
Additionally, the role includes supporting and representing ABG in national and local forums, and in managing jointly held relationships (in combination with the Licensees), for example with property Landlords and Airports.

Key Accountabilities
Portfolio Management
Manage portfolio of licensees, and ensure performance of the portfolio
Support licensees to capture incremental revenue and profit opportunities through benchmark of KPIs and sharing of best practices
Oversee licensee transfers and safeguard Avis Budget by protecting its interests (fleet, supplier debt, and royalty receivables)
Facilitate corporate acquisition of licensee operations (if required)
Challenge business plans and negotiate Franchise Agreement renewals
Manage performance, close licensee operations and terminate agreements when required
Attend quarterly Licensee Board meetings plus other development meetings to support Network.
Business Development
Identify new territories alongside the development of existing partnerships
Prospect, identify, and select licensees in existing or new territories
Assist in developing business plans and negotiate agreements
Coordinate due diligence of new licensees
Support and project manage the launch and set-up of new partnerships
Gather market intelligence and monitor competition
Commercial
Ensure overall licensee alignment with ABG global licensee strategy through selected initiatives
Own and drive selected strategic initiatives across the full licensee, Airports and Industry portfolio
Advise licensees on Commercial strategy: business lines, channels, pricing, business seasonality
Support and raise yielding, revenue management, customer service and ancillary sales capabilities
Ensure branding quality and consistency across the network
Launch and develop partnerships with the commercial team
Support licensees to develop marketing plans with highest ROIs
Initiate, drive and support the implementation of product innovation
Operations
Monitor and review licensee operations and performance
Develop the network, and advise licensees on the network footprint
Identify and introduce operational improvements such as demand and fleet forecasting, on-request processes
Identify customer service issues and ensure corrective actions
Support licensees to enhance airport operations: negotiation, set-up, signage, facilities, and processes

Human resources
Introduce changed mind-set in the licensee organisations to improve capabilities and grow appetite for new opportunities
Encourage and support succession plans for management
Advise licensees on organisation design, recruitment, job specifications, and incentives
Support the L&D team in planning and delivery of training sessions for country licensee teams to enhance their capabilities
Fleet
Advise licensees on fleet utilisation, fleet rotation, and remarketing
Educate licensees on fleet total cost of ownership to refine purchasing and planning capabilities
Monitor fleet condition and ageing
Drive and coordinate regional marketing activities / support with OEMs
Finance
Develop royalty Plan and Forecasts with all underlying business drivers
Ensure timely royalty collection
Strengthen licensee financial planning processes
Support licensees to analyse customer and network profitability
Understand licensee cash flow situation where required
Legal
Monitor the licensee adherence to Franchise Agreement terms and Operating Manual
Protect the interests of Avis Budget in case of licensee bankruptcy litigation / acquisition in coordination with Legal
Ensure adherence to all changes in regulations / Communicate risks and engage with regional and/or national authorities
Events
Organise Regional and Annual Conference to motivate and educate
Raise sponsors to mitigate the cost of Conferences
Organise and coordinate Avis Budget participation to trade / tourism fairs
IT
Increase penetration of Avis Budget core applications in the network
Benchmark licensee Internet performance and develop digital capabilities
Promote the integration of IT systems in licensee operations
Identify opportunities to Trial new systems (Pronto / WizGUi)
Team
Contribute to Licensee team building by supporting peers and more junior team members
Develop a positive working relationship with the Licensee board
Improve ways of working with Licensee partners


Requirements
Strong generalist with good, relevant experience and market knowledge (ideally in car rental), excellent understanding of business drivers, and expertise in either Business Development, Commercial, and/or Operations
Interpersonal skills
Ability to create and develop relationships, to network
Consistently high levels of integrity and diplomacy, even when faced with challenging situations
Curiosity, multicultural awareness and sensitivity
Flexible and adaptable
Managerial skills
Experience of project / team management
Change management
Management of multiple priorities
Analytical skills
Helicopter view with ability to drill down in details, understanding of market dynamics
Understanding of financial statements, and key commercial, financial and operational KPIs
Bilingual English - Swedish
Sales and Negotiation skills
Understanding of bargaining power, experience of sale and negotiations
Good understanding of power bases, coalition building, and influence