Developing the regional KAM business with the aim to maximize sales & aftersales revenue with pre-defined key account customers, as well as prospective customers, throughout MENA region.
Understanding of regional key account customer requirements in order to further develop customer specific solutions available throughout the MENA region.
Additional co-ordination with CSP (customer services) team to further develop downstream products / services.
Steering and development of general distributors in order to ensure optimum sales & marketing opportunities of MB & Fuso used trucks & buses are approached and executed, throughout MENA region.
Co-ordination with CSP team to further develop downstream products / services for used trucks & buses.
Establish and cultivate contacts and connections with world-wide Daimler used trucks managers to support know-how transfer, benchmark processes, price developments and sales opportunities.
Coordinating a specific marketing approach towards KAM and used vehicles business, in collaboration with RC MENA marketing team.
Additional support to general distributors regarding implementation and launch of used trucks & buses online.
Coaching of KAM and used trucks & buses personnel within each GD to ensure professionalism and quality.
Steering and development of required optimal planning, pricing and reporting tools with DTO market management & used vehicles team.
Business development with regional body builders & regional leasing entities directly and / or indirectly in regards to all sales opportunities.
Ensuring compliance and business ethics are adhered to according to laws and Daimler rules and regulations.
Need basis and / or regular one-to-one KA / market / GD visits to all MENA countries
Sales & Marketing :
Definition of annual target agreement for GDs (quantitative and qualitative) with continuous performance monitoring of achievements
Supporting role of day-to-day GD business whilst coaching of GD personnel
Development of marketing plans in co-ordination with RC MENA marketing department with proper follow-up and implementation
Processing and evaluation of price enquiries for used trucks / buses and KAM business
Exploration of new customer segments to maximize the MB / Fuso used trucks / buses sales volume within used target fleets
Safeguard compliance measures implemented
Regular market & customer visits within the UAE and throughout the region
Monitoring of distributor retail standards in co-ordination with RC Network team
RC MENA / DTO Stuttgart :
Operational planning for quantitate and qualitative aspects, per market
Yearly and quarterly planning and reporting by volume and pricing targets, per market
Co-ordination with used truck team at DTO Stuttgart for enquiries and pricing
Analysis and quarterly reporting of market-by-market price positioning, per segment
Co-ordination with RC MENA MB / Fuso truck / bus sales departments to align pricing strategy
Definition and co-ordination of product specifications and vehicle technical requirements with RC MENA product management team
Feedback and information regarding homologation of vehicles, per market
Body Builder Management / Leasing :
Co-ordination and business development with regional body builders & regional leasing entities, directly and / or indirectly, to maximize all sales opportunities
Co-ordinated approach to technical requirements with RC MENA BB management team
Regular market & BB visits throughout the region
Customer Dedication :
Co-ordination of customer service & parts activities with RC MENA CSP team in order to align and further drive the downstream products / services business
Co-ordination of network development requirements with RC MENA network team
Supporting role in continuous improvement of dealer retail performance
Personal Development :
Regular training in line with individual development plan
Participation into product, sales tools, internal process, compliance training / updates
Integrity and Compliance :
Ensuring compliance and business ethics are adhered to according to laws and Daimler rule and regulations (Export Control, Anti-Trust, CAS, Sanctions, External Affairs, etc.)
Strong interpersonal skills
Knowledge / Skills / Experience
Extensive knowledge of the automotive and commercial vehicle industries / segments
Detailed technical understanding of truck products and services, preferably buses
Highly developed negotiation and communication skills
Distinctive customer-oriented focus
Problem-solver and result-oriented mindset
Commercial vehicles sales / business development background for min. 5+ years, preferably with regional key / corporate accounts in automotive field
Commercial vehicles wholesale / retail sales experience in the Middle East and / or North Africa
Business & cultural knowledge of Middle East and / or North Africa
Leadership experience preferable
English (mandatory), Arabic and / or French (preferable)
Graduate degree / qualification in (automotive) engineering / business administration and / or equivalent qualification