Regional Product Manager - IVECO - Trucks & Buses

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.The Regional Product Manager - IVECO, will assume region wide responsibility for Product Marketing and Application Engineering for the IVECO brand and related superstructure and body fitments, and reports directly to the Regional General Manager Truck & Bus (FAMCO International).

This position provides techno-commercial, sales related support to all the Country Managers/Regional Managers/Sales Managers, in addition to Sales Executives across the region. It also liaises with the Regional Marketing Manager in developing product related promotional strategies. Working closely with the Regional General Manager, it collates and analyses reports - including lost sales, market share, performance and others.
The region for IVECO currently covers Saudi Arabia, Egypt, Lebanon & Syria, but could grow further.

JOB OBJECTIVES:

* Formulates a consolidated factory forecast to Principal (s) for all IVECO units to be sold across the Region, including superstructure suppliers /body builders, with agreement from Regional General Manager.
* Controls Gross Margins through negotiating cost prices, agreeing specifications and setting selling prices and discount structures in agreement with the General Manager, for all IVECO Units for which FAMCO holds distribution rights across Regional markets.
* Manages inventory levels, availability and stock turns. Responsible for liquidation of aged inventory.
* Assumes responsibility for Application Engineering function which mainly requires extensive on - site study / project evaluation. Is primary liaison person with superstructure suppliers/body builders.
* In conjunction with respective Country Managers/Regional Managers/Sales Managers, prepares tender proposals and special quotations, while also supporting Key Account activity.
* Imparts product based training to the country sales teams as and when required
* Is the focal point for all promotional activities including product launches.
* Through Country Managers/Regional Managers/Sales Managers, collates information on competitor activities, model specifications and pricing, and monitors market share data.
* Supports sales teams through preparing comparisons with competing products
* Receives all Train the Trainer product and application training from Principal; plans and delivers training sessions to all sales teams.
* Coordinates with Principal(s) as the main day-to-day contact person.

DUTIES & RESPONSIBILITIES:

* Periodically prepares stock order recommendations for the General Manager.
* Prepares the specification of all stock and forward orders being sent to the Principal.
* Checks order acknowledgement for accuracy.
* Manages on-site simulation studies along with respective Sales Engineer and prepares site simulation reports. This will require extensive coordination with the Application/Product Manager of the Principal(s).
* Studies and prepares special tenders, often with support of the Principal. This requires apprising the Regional General Manager of any sensitive commercial terms, advising countries on technical compliance statements and bid bonds etc. as required.
* In conjunction with the Regional General Manager, prepares project based proposals (a project is defined as a project of large magnitude where more than one contractor is bidding)
Where Country Managers/Regional Managers/Sales Managers require pricing assistance (for specially configured products), prepares prices and specifications for such products. This may entail coordination with Principals.
* Periodically prepares comparative analysis between various competitive equipment and provides to sales for their easy reference.
* Maintains log of lost sales reports and uses these for developing pricing strategies.
* Collates other performance reports upon the request of the Regional General Manager.
* Participates in all Product and Market Related Specifications (MRS) meeting with Principals.
* Ensures that flash reports provide accurate information and liaisons with inventory / logistics department in case of inconsistencies.
* Prepares divisional promotional plan and coordinates with the Regional Marketing Manager for the implementation. This includes organizing exhibitions, product launches, customer open house events, road shows etc.
* Communicates with Principals on any sales related technical query.
* Identifies training requirements for country sales staff and imparts product trainings as and when there is a new product or if there is a general requirement. Liaison with Competence Development Dept.
* Ensures that new joiners receive a comprehensive product training and that they are properly registered with Principals training packages.
* Disseminates training received from Principals
* Ensures that product catalogues and other printed material are current and in adequate supply. Maintains obsolete catalogues as future reference material.
* Updates the quotation formats with the latest equipment specifications which are being offered and prepares standard templates.
* Conducts Market Surveys as per requirement (product diversification / intelligence).

Requirements

You must possess the following qualifications and skills:

* University Degree (B.Sc. Mechanical or equivalent).
* Knowledge of commercial vehicle products & market.
* Interpersonal skills.
* 2-3 years in a similar position.
* Relationship management.
* Team oriented.
* Commercial acumen.
* Computer knowledge (MS Office, Outlook, SAP).

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.