Business Lead, Small Dealer Groups (d/f/m)

mobile.de is Germany’s largest vehicle marketplace, with more than 1.6 million listed cars, commercial vehicles, motorcycles, and e-bikes (annual average 2025). Both private customers and registered vehicle dealers use the platform and benefit from more than 140 million visits per month*. As a “one-stop shop,” mobile.de’s offering includes not only buying and selling, but also financing and leasing solutions. Founded in 1996, the company is a subsidiary of Adevinta, a global leader in online classified portals.

Based in Berlin-Charlottenburg, we offer a dynamic environment where growth, learning, and collaboration are at the heart of everything we do. If you are driven by an eagerness to disrupt, have a passion for collaboration, and are excited about shaping the future of mobility, we would love to hear from you.

What you’ll do & Who you are

The Business Lead, Small Dealer Groups (SDG) is responsible for leading the team overseeing and driving the performance of our Small Dealers\' business. You will manage a team that handles vendor relationships, ensures quality standards, and collaborates closely with internal teams such as Sales Controlling and Sales Data to optimize campaign performance, identify revenue opportunities, and improve ROI. The role requires a strategic leader who can guide and steer business performance and manage a team of 60-70 call center agents across multiple vendors engaged in this segment. The ideal candidate is analytical, focused on measurable impact, and skilled in vendor and relationship management.

Job requirements

1. Business Performance & Revenue Growth

• Develop and implement strategies to drive revenue growth within the SDG segment. Collaborate with Sales Controlling to analyze key performance indicators and ensure business goals are met.
• Work with the Sales Data team to leverage insights for improving campaign performance and identifying new revenue potential.
• Optimize operational efficiency and maximize ROI with vendors.

2. Segment Strategy & Steering

• Lead and define the end-to-end segment sales strategy for SDG across the full funnel (Activation → Retention → Upsell/Winback) and across all relevant channels (Sales/Call Center, Self-Serve, Marketing, In-Product, Customer Service).
• Define and evolve the SDG segmentation model (e.g., potential, maturity, price sensitivity, churn risk) and translate it into coverage & routing rules (which customers are served by whom, with what cadence and which proposition).
• Set the segment operating plan (quarterly/monthly): targets, priorities, budget guardrails, product/package focus, and capacity planning across channels
• Identify and drive revenue and margin levers (pricing/discount governance, packaging, upgrade paths) and ensure alignment with overall commercial strategy.
• Establish and maintain a single source of truth for SDG performance (KPIs, dashboards, definitions), ensuring consistent steering across Sales, Marketing, CRM and CS.
• Drive business cases for new initiatives (e.g., new packages, automated journeys, self-serve improvements) and own rollout, adoption and impact tracking.

3. Vendor & Quality Management

• Oversee and manage relationships with external vendors handling SDG dealer operations.
• Ensure vendor compliance with quality standards, contractual agreements, and performance benchmarks.
• Develop and implement quality assurance measures to improve the effectiveness of sales operations.
• Conduct regular performance reviews and provide actionable feedback for vendor optimization.

4. Sales Excellence & Campaign Optimization

• Identify opportunities to enhance sales campaigns, improve conversion rates, and increase overall profitability.
• Work closely with call center teams to improve efficiency and ensure high-performance sales execution.
• Drive initiatives that enhance customer engagement and experience within the SDG segment.

5. Cross-functional Growth & Lifecycle Management (Marketing, CRM, Customer Service)

• Lead cross-functional initiatives with Marketing to increase SDG pipeline quality and conversion through joint campaign planning, offer testing, lead scoring, and channel mix optimization.
• Own the SDG CRM strategy together with CRM/RevOps: lifecycle journeys (onboarding, nurture, reactivation, churn prevention), trigger-based communication, and governance for data quality & consent.
• Partner with Customer Service / Customer Success to improve post-sale outcomes (time-to-value, issue resolution, product adoption), reduce churn drivers, and create structured feedback loops into Sales playbooks and product improvements.
• Align on handover rules and SLAs between Sales/Call Center and CS (e.g., escalation paths, renewal responsibility, winback ownership) to ensure a seamless customer experience.
• Run a regular growth cadence (weekly/monthly) with Marketing/CRM/CS including experimentation roadmap, KPI review, and prioritization of cross-functional initiatives.

6. Leadership & Team Management

• Lead, mentor, and develop a team of 60-70 call center agents in collaboration with vendors.
• Foster a high-performance culture by setting clear objectives, providing ongoing coaching, and ensuring accountability.
• Encourage innovation and process improvements to enhance overall team performance.

Job benefits

• Rewards: competitive base salary and participation in the company’s incentive programs.
• Plan for the Future: On top of the statutory retirement insurance, we offer a competitive company pension scheme.
• Team-Building: Regular team and company events offer the opportunity to network and learn from each other.
• Learning & Development: Keep growing with access to coaching, learning platforms and resources.
• Mobility: Stay mobile with a monthly transportation allowance.
• Enjoy working: Our well‑equipped office supports focused work and teamwork - plus inviting social zones where colleagues can relax and connect
• Flexible working: a hybrid approach with the option to work abroad for a set number of days per year.
• Wellbeing: confidential employee assistance and support services available to employees and their immediate families.
• Family support: enhanced parental leave and family‑friendly policies to support all parents and careers.

*Source: mobile.de Google Analytics Tracking, average per month January to December 2025