FAMCO (Al-Futtaim Auto & Machinery Co.) is a market leading supplier of products & services to a diverse range of industries and commercial businesses covering the transportaion, construction, oil and gas, manufacturing, warehousing and marine sectors.
Founded in 1978, the company is well known and highly respected for the supply and service of heavy vehicles and machinery including trucks, buses, construction machinery, marine engines, air compressors, diesel generators, lighting towers, material handling equipment and agricultural machinery. With its headquarters in Dubai UAE, the FAMCO network includes 5 branches in the UAE, plus networks across Saudi Arabia, Qatar and Oman. Further expansion is planned in Egypt, Kuwait, Bahrain and East Africa.
The company is the sole distributor for Volvo construction equipment in UAE, Saudi Arabia and Afghanistan, and for Volvo trucks & Volvo buses in UAE. It also exclusively distributes products internationally for global renowned industry heavyweights: Iveco, Astra, Cifa, Linde, Ingersoll Rand, Yanmar, Himoinsa, Doosan, CompAir, Merlo, Case and New Holland.
Operating through six separate trading divisions, FAMCO also enjoys an excellent reputation for its turnkey design, supply and installation of Dexion industrial shelving and storage systems.
The company also offers Used Equipment to its customers, together with rental, leasing and financial services.
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.
Reports to: General Manager
Direct Reports: Territory Sales Managers, Sales Engineers
Department: SHS, FAMCO
Location:Jeddah, Saudi Arabia
Job Purpose:
To achieve and exceed agreed budgeted sales and margin by territory, while managing the development of new and existing customer base within the appointed region.
Description of the Accountability
* Planning - Establish growth target budgets in line with market expansion plans
* Achieve sales penetration across appointed territories.
* Financial - Ensure positive cash flow
* Market development
* Market intelligence
* Development of aftermarket sales
* Human Resource management
* Develop the FAMCO brand
Job Context:
The Regional Sales Manager reports directly to the General Manager, and is key to implementing the sales strategy for FAMCO-SHS across the appointed region. The holder will focus on attaining and achieving sales budgets and market penetration, while driving the solution selling concept to the market place and ensuring synergy across all SHS, FAMCO and Group Divisions.
Communication and negotiation with internal and external customers across the appointed territories with regards to sales issues. A focus on best practice, continuous improvement, customer satisfaction and the drive for industry leadership. Minimum Qualifications and Knowledge:
* Bachelor Degree in Engineering or Business Management.
* Work requires professional written and verbal communication with interpersonal skills.
* Ability to communicate and interact with officials at all levels within government and private sectors. Work effectively with a wide range of constituencies in a diverse community.
* Ability to simultaneously manage people and customer specific workloads.
Minimum Experience:
* This position requires business maturity, excellent judgment and a hands-on entrepreneurial spirit.
* Successful candidates generally have 5-10 years of professional sales or business management experience with a preferred capital equipment/machinery/industrial sale background.
Job-Specific Skills:
* Excellent communication, negotiation and closing skills. Leadership, planning and organisation. Strong analytical skills, strong customer relationship skills including the ability to present. Problem solving and team building skills.
* Position requires a valid driving license. Must be PC literate.
* English language essential, Arabic language an advantage.
Behavioural Competencies:
* Customer focused, able to build and maintain relationships across all corporate levels.
* Individual accountability and responsibility, including ability to plan and organise self while balancing multiple demands.
* Ability to influence others across multiple disciplines.
* Continuous Improvement, Personal Leadership, Teamwork, Self-starter and learner, with ability to apply new knowledge and concepts, including complex industrial solutions.
* Excellent communication and interpersonal skills, able to identify and resolve problems at an early stage.
* Strategic thinker and operator, competent to source and analyse market information.
* Priority and Target oriented with the drive to adapt and exceed expectations within a competitive market environment with associated stress tolerance.
* Decision making capability in conjunction with business minded skill sets.
* Intercultural Empathy Skills. 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 Group’s 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 Group’s 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. |