Job Title Africa & Middle East CE Parts Sales Manager Location Dubai, DU AE (Primary)
Job Type Permanent Job Family Sales and Marketing Job Description
CNH Industrial is a global leader in the capital goods sector with established industrial experience, a wide range of products and a worldwide presence.
Each of the CNH Industrial's brands is a major international player in its specific industry : Case IH, New Holland Agriculture and Steyr for tractors and agricultural machinery;
Case and New Holland Construction for earth moving equipment; Iveco for commercial vehicles; Iveco Bus and Helieuz Bus for buses and coaches;
Iveco Astra for quarry and construction vehicles; Magirus for firefighting vehicles; Iveco Defence Vehicles for defence and civil protection;
and FPT Industrial for engines and transmissions.
PRIMARY FUNCTION :
The role is necessary to manage the supply and distribution of CNHI Parts to key account customers as well as to manage governmental entities’ tenders across Africa and Middle East, in order to implement CNH Industrial strategies, strengthen CASE IH and NEW HOLLAND brands, maintain parts loyalty and maximize the parts business potential.
ESSENTIAL RESPONSIBILITIES :
In order to achieve the CNHI market AOP (Annual Operating Plan) for CE Parts sales and gross margin, maintain agreed KPI to maximize parts availability and minimize lead-
times for the key account customers, the main responsibilities of the position include :
Providing full leadership and operational support for Parts activity with key accounts.
Be the focal point for all issues and opportunities received from customers and ensure they are acted upon, particularly focusing on additional business opportunities.
Execute agreed policies, programs and processes to customers, developed by our Region and European Parts Sales & Marketing.
Acting as point of contact for the rest of the Sales team on all tenders’s related activities as well as direct sales to Key Accounts.
Proactively contacting clients to maintain a consistent high level of service delivery, whilst identifying further new business opportunities.
Complete regular reviews on performance and plan and implement recovery actions.
Provide input for flash and forecast sales results communication to management, with causal reasons, risks and opportunities on a specified regular and timely basis.
Manage the development and roll out of appropriate actions, working with dealers, distributors or service providers.
Proactively identify local as well as international competitors in order to develop and implement, along with local and central marketing teams, plans to fight it.
Prepare sales proposal and quotations to prospected key accounts.
Identify and lead local training of field staff as required.
Participate in market area meetings taking responsibility for issues and opportunities resolution / exploitation in close cooperation with commercial and aftersales colleagues.
Propose sales and marketing actions based on the information obtained and ensure the execution of the agreed action plan
Co-ordinate activities with Marketing, Logistics, Finance and Dealer Parts Support
Develop the business by working closely with brands colleagues, customers, distributors and service providers utilizing their own structures and exploiting synergies at all levels.
Problem solving skills are essential, in order to solve logistics and financial problems, distribution issues, offset competition action, and deal with last minute activities (tendering, bidding, etc) with fixed deadlines.
QUALIFICATIONS / REQUIREMENTS :
University Degree in Sales and / or Business Management and / or International logistics
Entrepreneurial attitude, must be a self-starter
Take the initiative
Must be a team player
100% results orientated
Ability to work under pressure
Strong interpersonal skills
Flexible working attitude
Good negotiating skills at Senior level.
Loyal and trustworthy
Conflict Management Skills
Strong Problem Solving Skills
Experience within After-Sales and export business.
Understanding of related processes and procedures
Basic Finance understanding as well as all processes related to parts logistics management
Good technical knowledge of parts and agricultural machines