Mercedes-Benz Cars Middle East

Key Account Manager - Mercedes-Benz Trucks

AE-Dubai
Vacancy ID
2017-1544
Company
Daimler Commercial Vehicles MENA
Category
Marketing / Customer Relationship Management

Overview

Reporting to

Head of Sales and Key Account Management Mercedes-Benz Trucks


Main Objective

  • Active participation in development of the regional KAM business with the aim to maximise Sales & Aftersales revenue opportunities with pre-defined Key Account customers, (as well as prospective customers), throughout MENA region
  • Steering and development of General Distributors in order to ensure optimum Sales & Marketing opportunities of MB Trucks are approached and executed. Coaching of KAM personnel within each GD to ensure professionalism and quality
  • 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 Team to further develop downstream products/services
  • Stock taking of Key Account customer fleet structures (sizes, brands, usage, purchasing methods, annual volumes…) and regular updating of the KAM database
  • Steering and development of specific Marketing approach towards identified Key Account customers
  • Steering and development of optimal planning and reporting tools according to Daimler HQ requirements
  • 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 rule and regulations

Responsibilities

Sales & Marketing KAM

  • Definition of annual target agreement for GDs (quantitative and qualitative) with continuous performance monitoring of achievements
  • Strategic co-ordination of customer database and customer visits, per market
  • Strategic co-ordination of sales/enquiry management per market, per customer
  • Supporting role of day-to-day GD business whilst coaching of GD KAM personnel
  • Development of marketing plans in co-ordination with DCV MENA Marketing department with proper follow up and implementation
  • Processing and evaluation of the special discount inquiries (SDI) of GD’s
  • Exploration of new niches to maximise the MB trucks sales volume within KAM 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 Network Development

DCV MENA / Daimler AG KAM

  • Operational planning for quantitative and qualitative aspects, per market
  • Monthly KuFri planning and reporting by volume and pricing targets, per market
  • Co-ordination with Order Center/Logistics at Daimler AG Stuttgart for timely shipping
  • Accurate entering of agreed pricing conditions to ensure on time deliveries
  • Analysis and quarterly reporting of market-by-market price positioning, per segment
  • Co-ordination with DCV MENA MB Truck Sales department to align pricing strategy
  • Definition and co-ordination of product specifications and vehicle technical requirements with DCV MENA Product Management
  • 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 maximise all sales opportunities
  • Co-ordinated approach to technical requirements with DCV MENA Product Management
  • Regular market & customer visits throughout the region

Customer Dedication

  • Co-ordination of Customer Service & Parts activities with DCV MENA CSP team in order to align and further drive the downstream products/services business
  • Co-ordination of Network Development requirements with DCV MENA Network Development Team
  • Supporting role in continuous improvement of dealer retail performance (DRS)

Requirements

Attributes

  • Passion
  • Respect
  • Integrity
  • Discipline
  • Customer oriented
  • Strong communication skills
  • Negotiation skills

Knowledge/Skill/Experience

  • Extensive knowledge of the Automotive and Commercial Vehicle industries/segments
  • Detailed technical understanding of truck products and services
  • Cultural knowledge of MENA region
  • 3+ years of experience in Business Development, preferably regional Key/Corporate account in automotive field
  • 3-5+ years of experience in Wholesale and/or Retail sales in the commercial vehicle business
  • Leadership experience preferable
  • English is a must – Arabic and/or French are a plus

Qualification

  • Graduate Degree in Business Administration, Business Engineering and/or equivalent qualification


Start date


November 2017


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