Mercedes-Benz Cars Middle East

  • Head of Network Development

    Location AE-Dubai
    Vacancy ID
    2018-1614
    Company
    Daimler Commercial Vehicles MENA
    Category
    Business / Network Development
  • Overview

    Reporting
    President and CEO,
    Daimler Commercial Vehicles MENA


    Main Objective
    Defining and implementing strategies and concepts for qualitative development of retail sales organization to achieve sales and profit targets in Mercedes-Benz Trucks, Daimler Buses, and FUSO Sales and After-Sales and to offer dealers/general distributor a long-term, attractive Daimler Commercial Vehicles franchise.

    Responsibilities


    Network Strategy and Network Planning

    • Analyze the market-specific requirements to ensure the company’s long-term sales and profit targets are achieved.
    • Develop and support a retail network strategy in cooperation with Sales and After-Sales departments.
    • Develop strategic alignment, processes and standards for dealers.
    • Define, negotiate and follow-up development targets with General Distributors.

    Business Management

    • Establish an efficient business management system to maintain and monitor the attractiveness of the Daimler Commercial Vehicles franchise.
    • Develop and implement controlling parameters for the self-control of dealers.
    • Establish activities to improve dealers’ results.
    • Ensure competitiveness, profitability and long-term attractiveness of Daimler Commercial Vehicles Sales Organization franchises.
    • Analyze and monitor main competitors’ sales networks.
    • Develop and implement dealer qualification programs.

    Margins

    • Define and implement margin strategy and a performance-oriented margin system.

    Distributor Retail Standards

    • Derive, monitor and implement regional distributor retail standards for the areas.

    Corporate Identity and Building Projects

    • Implement CI philosophy in the market and including CI topics in target agreements with dealers.
    • Select and qualify national/regional CI suppliers in cooperation with central divisions.
    • Consult and follow-up building projects based on Network Development Plan from planning until opening incl. Audit before official opening.

    Dealer Management System

    • Implementation and further development of a Dealer Management System.
    • Define and implement Daimler Blueprint approach for Middle East and North African region.

    Selection and Appointment of General Distributors and Dealers

    • Select and evaluate alternatives and highlight consequences for the market and sales organization.

    Communication with Sales Organization/ General Distributors/Dealers consulting

    • Ensure infrastructure for communication within the Sales Organization (retail, wholesale, headquarters).
    • Support general distributors/dealers as consultant for all topics relevant to them.

    Coordination and Implementation of Management Training programs

    • Responsible for coordinating, organizing training programs for the Top Management of the retail organization with respect to automotive management training.

    Retail Consulting and HR Development

    • Derive/develop concepts to professionalize the processes of the general distributors’ retail organization concerning Sales and After-Sales as well as setting framework for HR Organisation.

    Compliance

    • Oversee and drive the implementation and maintenance of an effective Compliance Management System at the distributor level in accordance with Daimler Compliance requirements and local laws and regulations; this includes:
      • Raise Compliance awareness at the business level.
      • Compliance risk assessments, performance monitoring and reporting.
      • Independently monitor compliance of Daimler Distributors and reporting to Local Compliance Manager.

    Requirements

    Attributes

    • Passion
    • Respect
    • Integrity
    • Discipline
    • Analytical skills
    • Good organizational skills
    • Commitment

    Knowledge/Skill/Experience

    • Ability to develop and derive strategies, think in concepts and in automotive process-oriented manner
    • Highly developed Negotiation and Communication skills
    • Business and cultural experience within MENA region for minimum 3-5+ years
    • Several years of experience in International Sales Organization as well as Headquarters; extensive knowledge of business administration as well as knowledge of the automotive business and dealer network management
    • Leadership experience (minimum 3 years)
    • English (mandatory), German and/or Arabic and/or French (preferable)
    • Microsoft Office knowledge especially MS Excel, PowerPoint, Word and Lotus Notes

    Qualification

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

    Start date


    January 2019


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