GM shakes up its sales management ranks in advance of launching critical new products like the Cadillac XTS.
You might want to pick up a scorecard to keep up with all the changes as General Motors shuffles the key players in its sales operations. The moves are timed to prepare for a host of critical new product launches coming over the next 18 months, including replacements for the makers aging full-sized pickups.
The realignment also suggests the maker wants to build up more momentum after a few months of lackluster sales. While it has been gaining ground in the retail market overall GM sales fell behind the rest of the industry in March.
GM North America president Mark Reuss said Alan Batey, 49, has been appointed to the newly created position of GM vice president, U.S. Sales and Service, reporting directly to Reuss. Other changes include:
* Don Johnson, 55, currently U.S. vice president, Sales Operations will now serve as U.S. vice president, Chevrolet Sales and Service, replacing Batey.
* Kurt McNeil, 48, replaces Johnson as U.S. vice president, Sales Operations. He had been U.S. vice president, Cadillac Sales and Service, since 2010.
* Chase Hawkins, 43, regional director, Cadillac Sales and Service Northeast Region has been promoted to the position of U.S. vice president, Cadillac Sales and Service replacing McNeil.
* Ed Peper, 50, currently general manager, Fleet and Commercial Operations, was named U.S. vice president, Fleet and Commercial Sales.
The elevation of Peper’s new post to the status of a vice president suggests GM is preparing for a major effort in the fleet market. But it’s unclear if that would mean ramping back up sales to low-profit daily rental car outlets – which GM had been shying away from – or a push to build business with higher-profit corporate fleets.
Johnson, McNeil, Hawkins and Peper will all report to Batey, as will Brian Sweeney, who remains U.S. vice president, Buick and GMC Sales and Service. The moves are effective June 1.
“GM is playing offense with an aggressive rollout of new cars, trucks and crossovers,” Reuss said. “Strengthening our U.S. sales team will help take full advantage of these growth opportunities and continue delivering solid improvements in customer satisfaction, dealer profitability and resale value.”
The timing of the appointments was clearly not coincidental. By the end of 2013, 70% of GM’s North American portfolio will be new or freshened vehicles compared with 2011.
Chevrolet, in particular will have transformed its passenger car, crossover and truck line up with new vehicles like the Sonic, Spark and Impala. Buick will get a significantly expanded portfolio with the all-new Verano and Encore, and an updated Enclave.
Cadillac will launch its bid to return to the first tier of luxury brands with the new XTS flagship and the BMW 3-Series competitor, the ATS. Officials with the high-line brand hint still more products will follow, targeting segments where Cadillac doesn’t compete today.
“As aggressively as we’re investing in new products, our dealers are likewise investing heavily in remodeled and new facilities,” said Batey. “We’re confident that this combination will make our customers’ dealership experience the best in the industry.”