Regional Segment Manager – General Purpose Plant & Equipment – FAMCO

Job description / Role

Regional Segment Manager - General Purpose Plant & Equipment - FAMCO - GCC

FAMCO (Al-Futtaim Auto & Machinery Co.) is a market leading supplier of products & services to a diverse range of industries and commercial businesses covering the transportaion, construction, oil and gas, manufacturing, warehousing and marine sectors.

Founded in 1978, the company is well known and highly respected for the supply and service of heavy vehicles and machinery including trucks, buses, construction machinery, marine engines, air compressors, diesel generators, lighting towers, material handling equipment and agricultural machinery. With its headquarters in Dubai UAE, the FAMCO network includes 5 branches in the UAE, plus networks across Saudi Arabia, Qatar and Oman. Further expansion is planned in Egypt, Kuwait, Bahrain and East Africa.

The company is the sole distributor for Volvo construction equipment in UAE, Saudi Arabia and Afghanistan, and for Volvo trucks & Volvo buses in UAE. It also exclusively distributes products internationally for global renowned industry heavyweights: Iveco, Astra, Cifa, Linde, Ingersoll Rand, Yanmar, Himoinsa, Doosan, CompAir, Merlo, Case and New Holland.

Operating through six separate trading divisions, FAMCO also enjoys an excellent reputation for its turnkey design, supply and installation of Dexion industrial shelving and storage systems.
The company also offers Used Equipment to its customers, together with rental, leasing and financial services.

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.

Reports to: General Manager - Construction Equipment Division
Direct Reports:
Department: Construction Equipment
Location: TBA

Job Purpose:
The Segment Manager is responsible for Construction Equipment general applications business development in the region (Fields where Construction Equipment are utilized such as in the Oil & Gas, Utilities, Major Construction Projects, and many others) This includes but is not limited to product responsibility & dealing with principals; up to supporting country Sales & Application teams in building and offering suitable solutions to end customers.

Description of the Accountability:

* Creation and implementation of the segment business plan, in line with regional KPI's.
* Meeting revenue targets through supporting local Sales & Application teams; and management of key customers within the region.
* Assessment of competitor activities and conducting market research for the segment to maintain market competitiveness.
* Exploring ways to promote the product range to all customers within the segment.
* Mentoring, motivating, training, evaluating and leading Sales & Application team members within the region to accomplish the goals and objectives of the segment.
* Ensuring succession planning and talent identification within the segment.
* Working with the regional Aftersales heads to grow spare parts and consumables businesses.
* Continuously improve and update personal knowledge with respect to product development and technical innovation.
* Customers, business and trends within the Territory
* Working with the regional management team with the objective of ensuring effective implementation of the regional FAMCO strategy, and by contributing to ensure FAMCO meets business commitments.
* Supporting the country sales teams in terms of  product, application and sales of machines and aftermarket products
* Ensuring that all reasonable steps are taken to ensure all employees are provided with a safe and healthy working environment.  This includes compliance with the FAMCO safety management program.
* Provide feedback internally and to suppliers for continual improved approach to customers.
* Establish a strong direct relationship with suppliers with the objective of securing their technical and commercial support and focus in the territory.
* Proactive coverage of all customers in the territory and willingness to travel extensively in the territory as well as abroad to meet set objectives.

Job context:

* Strategic planning - Create and implement business plans; this is measured by KPI's which are set  annually
* Business Development - Growth (sales & aftermarket focus) / Total FAMCO solution approach / Including % aftermarket of total sales
* Assisting with business plans and budgets for all Product Lines - Support all managers in relation to budgeting and business planning
* People management - Team accomplishes goals and objectives in the regional business / Performance management process / Efficient use of resources / Recommend internal promotion for positions
* Succession planning - Ensure succession planning for the segment's key positions
* Supplier and product management - Strong relationship with suppliers / Product knowledge

Requirements

Minimum Qualifications and Knowledge:

* Technical Degree preferably Civil/mechanical/electrical engineering
* Business qualification or relevant experience would be advantageous.

Minimum Experience:

* 5 years + in heavy equipment
* 2 years + experience in the GCC
* An understanding of road construction applications including related equipment such as Pipelayers, Artic Haulers, Wheel Loaders, Excavators, Compact machines (Backhoe Loaders & Skidsteer Loaders), Air Compressors, Telehanders, etc. would be highly advantageous.
* Financial planning and sales management of machinery and aftermarket products within the GCC is desirable.
* Previous experience in conducting product/application training is desirable.

Job-Specific Skills:

* Ability to work independently in remote locations.
* Dedication and tenacity in finding customer solutions.
* Proactive and self-motivated.
* Decisive and prepared to take responsibility.
* Ability to build strong professional relationships with customers and suppliers.
* Ability to communicate effectively and professionally with customers at all levels.
* Awareness and ability to work safely on worksites.
* Proficient on MS Office: WORD, EXCEL, EMAIL, POWERPOINT.
* Willingness to travel extensively throughout the GCC.
* Fluent in English; Arabic would be advantageous.

Behavioural Competencies:

* Action and decision making oriented.
* Understanding customer needs and applications.
* Strategic focus.
* Communication and listening skills.
* Ability to influence.
* Ability to coach.
* Long-term thinking.
* Ability to assess options and to understand how actions and process interlink.

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.