Sales Engineer - 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 Trucks, Buses, 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. 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.Job Objective / Purpose:
To achieve and exceed budgeted sales (value & Quantity) and contribute effectively in meeting gross margin targets of the Division

Principal Accountabilities (Essential Functions):
1) Ensures sales through tracking of current customer base requirements for repeat sales potential.
2) Explores and converts new business opportunities into sales.
3) Initiative to discover new segments.
4) Ability to track new projects.
5) Ensures that accurate information on competitors is presented to the Manager thereby supporting the development of strategies that are aid at increasing market share.
6) Ensures that customers' needs are understood and fulfills customer needs with highest quality standards for total satisfaction.

Job Content:
1) Direct sales in the assigned territory and ensuring adequate market coverage.
2) Reports on lost business and market shares.
3) Provides support to the Area Sales Manager for the preparation of annual budget and business proposals, which highlight major activities planned for achieving and exceeding set targets.
4) Identifies potential customers, understands their business requirements and presents the company's products and services in a manner that convinces the customer to place orders.
5) Gathers market information on competitor activities to ensure the Divisions competitive edge in product, pricing, services and systems.
6) Explores and converts new business opportunities through effective customer identification, surveys, competitor analysis, market information and tender analysis in order to exceed annual business targets.
7) Understands customer requirements and delivers products and services of the highest quality thereby setting industry standards, ensuring customer delight and developing a loyal customer base.
8) Assesses creditworthiness of the customer, promotes secured payment terms and ensures timely collection of money thereby minimizing the company's risk of bad debts.
9) Regularly interacts with the customer to inquire on product performance and offers timely assistance in the resolution of all queries thereby maintaining a healthy and profitable relationship between the company and the customer.
10) Recommends the need of on site product demonstrations and any special campaigns.

Requirements

Qualifications & Experience:

* Degree in Business administration or Mechanical /Electrical Engineering.
* 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 the Trucks & Buses industry, medium or heavy duty. Or, Commercial Automotive or Heavy Equipment experience.
* Knowledge of the local Gulf market dynamics. Ability to communicate fluently in English (written & spoken), with Arabic and/or Urdu/Hindi ability a plus.

* Minimum of 5 years of Sales experience.

* Computer Knowledge: (Required for the job).

* Good knowledge of MS Office applications, SAP is an advantage.

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 material handling background, then must have automotive and/or heavy equipment business / support services experience. Exceptional presentation skills.
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.

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.