National Sales Manager Bus - Trucks & Buses - FAMCO

Job description / Role

FAMCO (Al-Futtaim Auto & Machinery Co.) is a market leading supplier of products & services to a diverse range of industries & commercial undertakings, covering the transportation, construction, manufacturing, warehousing, oil & gas and marine sectors. FAMCO serves these industries with world-class brands like Volvo Trucks, Volvo Buses, Volvo Construction Equipment, Merlo, Ingersoll Rand, Linde, Dexion, Yanmar, Himoinsa, Stanley Proto, Fenner, Bruynzeel, Mobel Linea, Meco, Bott, Stertil, Hart & Nassau.

FAMCO has operations in Dubai, Abu Dhabi, Al Ain & Ras Al Khaimah. FAMCO also operates on an international level in KSA, Oman, Qatar, Bahrain, Kuwait and East Africa. The company's development and success has been based on an in-depth understanding of customer needs and the dedication of its skilled staff.

FAMCO is committed to providing outstanding second-to-none service levels to customers and to maintaining quality, safety and environmental standards at the highest possible levels. FAMCO is an ISO 9001:2008 & ISO 14001:2004 certified company.

Reporting directly to the Divisional Manager, The National Sales Manager Bus, will plan and carry out direct sales and marketing activities to new and existing customers.

Products Handled: Volvo Bus and various Body builder products

Key Responsibilities:
- To identify and develop new sales accounts leading to the implementation and delivery of the set budget in the accountable territory.
- To continuously strive to achieve outstanding customer service, have an excellent understanding of customers passenger transport applications and be able to translate the respective product features into added value benefits to our clients.

JOB PRINCIPAL ACCOUNTABILITIES AND JOB CONTENT
- Implement set strategies to achieve growth objectives and enhance overall sales achievement.
- Plan and carry out direct field sales activities within the assigned territory to meet agreed budgets, sales volumes, values, product mix and timescales.
- Manage and follow up existing key accounts in the different market segments within the territory. Aim to achieve outstanding customer service performance as measured by monthly CSIs.
- Implement market segmentation strategies, geographically and by business type. Screen the designated territory and classify customers accordingly.
- To prepare tender technical offers and to check all legal terms and conditions.
- Execute strategic selling activities & SWOT analysis for key accounts and sales leads.
- Assist customers to properly select the best passenger transport solution for their application through gaining a clear understanding of their businesses requirements. Establish and maintain good working relationships with them to encourage repeat and referral business.
- Identify trends in the material handling industry / market. Monitor and provide regular feedback about competitor activities, market trends and lost sales.
- Ensure the usage and update of CRM customer data and quotations. Build and maintain customer relationships through effective database management.
- Support local marketing activities to agreed budgets and timescales, and integrate efforts with other organized marketing activities, eg., product launches, promotions, advertising, and exhibitions.
- To regularly review sales targets as well as ensure proper collection of receivables.
- Attend training and to develop relevant product knowledge, sales techniques and skills.
- Prepare and deliver product technical presentations that explain product features, competitive advantages or services to prospective customers.
- Negotiate terms and conditions of agreements and conclude sales orders.
- Strive for harmony and teamwork within the department as well as with all other divisions.

Requirements

- Degree in Business Administration or Mechanical /Electrical Engineering
- Minimum of 5 years of Sales experience
- Good knowledge of MS Office applications, SAP is an advantage.
- Team player, exceptional presentation skills, proactive work style, creativity, energy
- Proficiency in the use of Personal Computers, and knowledge of Microsoft applications.
- Professional experience in passenger transport solutions selling.
- Knowledge of the local Gulf market dynamics. Ability to communicate fluently in English (written & spoken), with Arabic and/or Urdu/Hindi ability a plus.

PERSON SPECIFICATION (Essential Skills and Abilities):
- Personality: Strong personality self-driven, results-oriented with a positive outlook, and a clear focus on high quality and business profit. Mature, credible, and comfortable in dealing with senior company executives. Reliable, tolerant, and determined. Well presented and businesslike. Able to get on with others and be a team-player.
- Business and Selling Skills: Must be an excellent face-to-face and telephone communicator. Able to demonstrate success and experience in managing major accounts and large contracts. If not from a bus selling background, then must have commercial vehicle experience. Exceptional presentation skills.
- Personal Situation: Must be mature and domestically secure. Able to work extended hours on occasions when required. Must have or be able to attain a valid driving license.
- Computer skills: Must be adept in use of MS Office 2000 or later, particularly Excel, Word, PowerPoint and Outlook.
- Financial literacy: Able to understand and calculate business finance requirements, eg. credit costing calculations, etc. Must be a very competent writer of business letters, quotations and proposals.

KEY RESULT AREAS:
- The job holder must be able to communicate with all areas of the company.
- Achievement of sales and gross profit margins against annual sales targets.
- Must be marketing oriented capable of closing high value / volume B2B deals.
- He must serve as the internal and external facilitator for our product offering, continuously working with the sales channel and key customers.

Key points:
- Achievement Orientation
- Initiative
- Interpersonal Understanding
- Impact & Influence
- Analytical thinking
- Teamwork & Co-operation

About the Company

Established in the 1930's, the Al-Futtaim Group initially operated as a trading enterprise. Rapid development throughout the 1940's and 50's saw it establish itself regionally as an integrated commercial, industrial and services organisation, positioning itself one of the leading business houses in the lower Gulf region. Today, it operates collectively over 40 companies bearing the Al-Futtaim name, dominates many market segments in the UAE, and has expanded its sphere of operation to include Bahrain, Kuwait, Qatar, Oman and Egypt.

The Group comprises a diverse range of strategically positioned operating subsidiaries and associate companies, structured to give the Al-Futtaim Group the flexibility and versatility to keep ahead of local competition while keeping pace with the ever-evolving global business scenario. The Groups continued investment in world-class systems technology is clear evidence of its commitment to maintain leading edge performance and service delivery.

The success of the Al-Futtaim Group can be attributed to a business approach that combines the ability to change with the traditional values of integrity, service and social responsibility that define its core business philosophy. This, linked with the Groups belief in decentralisation, gives the heads of the operating companies a high degree of functional autonomy and authority, providing the Group with essential flexibility, and individual employees a clearly defined work culture and sense of responsibility.