وصف الوظيفة
Role Overview
Key Accounts Manager - Used Trucks and Equipment at Al-Futtaim, based in the United Arab Emirates.
Company Overview
Al-Futtaim is a diversified privately held regional business established in the 1930s and headquartered in Dubai. Operating across more than 20 countries, the Group spans automotive, financial services, real estate, retail and health. With more than 40,000 employees, Al-Futtaim represents over 200 of the world's most recognised brands, including Toyota, Lexus, IKEA, ACE and Marks & Spencer.
Al-Futtaim Automotive is one of the region's leading mobility businesses operating across eight countries in the Middle East, Asia and North Africa, with a portfolio of more than 25 world-leading brands. The business delivers one of the region's most comprehensive mobility ecosystems spanning passenger vehicles, commercial vehicles and industrial equipment, backed by integrated logistics, leasing, aftersales and financial services.
You will join FAMCO Used Business within Al-Futtaim Industrial Equipment and Commercial Vehicles, which specializes in used trucks, construction equipment, material handling equipment, and buses across multiple brands and markets.
Role Purpose
Drive profitable business growth across used trucks and equipment by developing new business-to-business customers across the United Arab Emirates, regional, and international markets, while selling a diverse portfolio of multi-brand used trucks, construction equipment, material handling equipment, and buses.
Key Responsibilities
Business Development
- Develop new business-to-business customers across the United Arab Emirates, regional, and international markets.
- Conduct regular customer visits, market mapping, prospecting, and international business development activities.
- Build and maintain relationships with fleet operators, contractors, transport companies, traders, rental companies, equipment operators, and export customers.
- Identify alternative sales channels and opportunities to move diverse or aged stock.
Sales & Negotiations
- Sell multi-brand used trucks, construction equipment, material handling equipment, and buses through direct and export channels.
- Identify customer requirements and recommend suitable units based on application, condition, specification, age, and budget.
- Lead commercial negotiations covering price, payment terms, delivery conditions, and transaction structure.
- Coordinate inspections, quotations, documentation, logistics, handover, and export transactions to ensure smooth deal completion.
Performance & Reporting
- Achieve monthly and annual sales, gross margin, revenue, and stock turnover targets.
- Maintain an active sales pipeline and provide accurate sales forecasts and market intelligence.
- Keep Customer Relationship Management records, sales reports, and customer information accurate and up to date.
- Monitor receivables and secure customer payments in line with approved commercial terms and credit limits.
Qualifications & Experience
- Bachelor's degree in Business, Sales, Marketing, Engineering, or a related discipline, or equivalent relevant experience.
- Minimum 3 years of business-to-business sales experience in used trucks, construction equipment, material handling equipment, buses, automotive, industrial equipment, or a closely related sector.
- Proven success in developing new accounts and closing high-value business-to-business transactions.
- Experience selling used assets or capital equipment is highly preferred.
- International or regional sales experience is essential, including exposure to export customers, traders, or multiple markets.
- Working knowledge of heavy and medium-duty trucks, construction equipment, material handling equipment, and/or buses.
- Experience selling multiple brands and product categories rather than relying on a single-brand proposition.
- Knowledge of regional and international used-equipment markets and cross-border commercial documentation.
- Proven track record of achieving sales and gross margin targets.
- Established customer relationships within the United Arab Emirates, Gulf Cooperation Council, Africa, or relevant export markets would be an advantage.
- Valid United Arab Emirates driving license.
Skills & Competencies
- Strong business-to-business sales and business development capabilities.
- Proven ability to identify new customers, open accounts, and develop new markets.
- Strong negotiation and deal-closing skills, with a clear focus on profitability and gross margin.
- Ability to assess customer requirements and match equipment specifications to specific applications.
- Strong understanding of pricing, payment terms, gross margin, stock turnover, and receivables.
- Excellent relationship management and communication skills.
- Commercially driven, resilient, and comfortable managing long or complex sales cycles.
- Strong Customer Relationship Management and Microsoft Office skills.
- Comfortable working with customers across different countries and cultures.
Additional Information
- Willingness to travel as required for regional and international business development.