The Head of Sales for B2B (business to business) will be responsible for all Sales related activities for Corporate and SME. They will have a team of Regional Managers, Key Account Managers and other sales staff whose primary responsibilities include procuring sales deals, building business relationship and managing the lifecycle of these accounts including retention and TCM strategy. The Head of Sales B2B will be expected to proficiently manage major account relationships, drive Sales strategy, deliver profitability and growth targets,?contribute to the development of new products, collaborate with Automotive brands and fleet COE on strategic plans and improve overall growth targets.
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B2B Sales team will have access to all our key products: SME and Corporate Leasing, In-house financing, Financing through banks, insurance & value add products, tender bidding and services such as Managed Transport Services MTS.
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The job holder is responsible for driving Finance & Insurance business across Al Futtaim Automotive brands in the UAE & Overseas by delivering the right F&I, leasing or transportation solutions for each market thereby delivering to income targets and also managing the front-end, ensuring business expansion and targeted profitability been achieved. The job holder will also be responsible for planning and monitoring the activities with operations department ensuring smooth processing of applications, transactions and during relationship term, monitoring and maintaining the set SLAs with internal and external departments
Provide strategic guidance regarding market and technology trends in Auto-Captive?
In collaboration with the senior management team, formulate Sales strategies, product development and implementation recommendations to generate efficiencies
Drive the Sales deliverables, profitability and implementations across the Group Automotive initiatives
Review, identify, and propose modifications to existing processes and organizational set-up to make them leaner and effective for both customers and stakeholders
Promote a culture of innovation and continuous improvements
Provide subject matter expertise in internal and Group projects
TAT?s and SLAs:
Achieve financial services KPI?s
Develop new clients and retain existing, ensuring organic portfolio growth
Expand the footprint and market share of the assigned segment
Identify and coordinate training and qualification needs for processes, products, campaigns, credit and other relevant areas
?Day to day operations:
Monitoring of existing portfolio
Manage the end to end lifecycle and activities of key accounts
Act of feedback from SMT and direct reports on monthly activities
Effectively manage (RMs and coach KAM?s) the successful oversight of big deals; including planning, margin set-up
Liaison with all Automotive Brands on understanding and arranging for stock requirements, and delivery of the same.
Ensure coverage across products and brands
?Leadership, mentoring and coaching:
Ensure succession plan is made and managed for all key roles
Provide cross skilling and development opportunities for high performing talents
Provide regular feedback and developmental opportunities
Provide sufficient opportunities for staff to grow and develop, making use for project assignments, job shadowing and other similar opportunities
Ensure that staff are well trained
??Cost optimization:
Direct and coordinate organizations financial and budget activities to fund operations, maximize investments, and increase efficiency.
