Reporting to
Head of Sales
Main Objective
- 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.
- Analyze the requirements of the general distributors of MENA region in terms of used trucks & buses business. Alignment between general distributors and used truck & bus central steering at Daimler Trucks Overseas (DTO), as well as EU Truck Store organizations.
- 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
Tasks
Sales & Marketing:
- Definition of annual target agreement for GDs (quantitative and qualitative) with continuous performance monitoring of achievements
- Analyze the sales and stocking requirements of GDs in terms of used trucks & buses business
- 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.)