GENEL NİTELİKLER VE İŞ TANIMI
Aftermarket Technical Sales Professional – Middle East
Region: ME (Israel, GCC, rest of Middle East, Egypt, Libya)
Mission:
- Implement regional short, mid and long-term strategic sales and marketing plans
- Help define optimum route-to-market and logistics /supply-chain strategies (distributors, dealers, fleets, tender business) and implement actions accordingly
- Develop a strong & robust distribution and technical service center network in the region
- Establish and develop fleet business in the region
- Ensure superior customer experience and profitable growth in the region
- Enact close collaboration with Aftermarket Sales, Portfolio Management, Pricing teams at KB
- Revisit steadily distribution and product portfolio strategy in changing market environment
Tasks:
- Prepares annual sales incentive and marketing plans in cooperation with region management
- Realizes sales targets and respective annual budgets & KPIs for Aftermarket services
- Technically and commercially manages Customers in the region. Evaluates new candidates
- Makes regular visits to customers, potential distributors, services, workshops and fleets
- Implements regional promotional and other marketing campaigns and tracks and report results
- Oversees translation and timely communication of sales and technical product documentation with customers and service center / workshop network and all other stakeholders
- Acquires and processes market intelligence (parts prices, product info, new business approaches, benchmarks) and communicates with respective teams at KB
- Implements commercial and technical trainings for IAM customers at place and remotely
- Conducts yearly target negotiations and solves local disputes before any escalation
- Builds and develops Customer intimacy, monitors and improves Customer satisfaction
- Guides the overall sales operations including logistics processes
- Prepares the annual special price lists and updates and communicates with customers based on the guidelines led by central pricing teams
- Prepares tender business quotations and follow-up the results
- Handles technical inquiries and Hotline support
- Provides training to customers and service centers
- Coordinates activities with regards to local service network
- Regularly reports the business status and requirements from customers in verbal and documented form
- Provides local management/support of warranty claim process
- Regularly monitors and reports targets/KPI achievement and conducts sales forecasts
- Effectively uses CRM to maintain customer data, to plan visits and manages opportunities/leads
Qualifications:
- Bachelor’s degree in Engineering with automotive focus preferred. MBA is a plus.
- Good blend of commercial / business and technical experience
- Results driven, hands-on, dynamic and self-motivated
- International mindset with ability to effectively work in a diverse environment
- Strong written & verbal communication, presentation and collaboration skills
- Knowledge of commercial vehicle technology with good understanding of technical systems
- Experience with product information management systems in the automotive aftermarket area
- Practical experience with MS Office, databases and knowledge of SAP
- Fluent in English, knowledge of Arabic, Farsi and German is a plus
- Business travels: must be flexible to travel within Israel, GCC, rest of Middle East, Egypt, and Libya, as required by business and customers;
- Required work experience: minimum 4 years of experience in a comparable environment, preferably in the Commercial Vehicle Industry within the field of Air Braking Systems.
- Required certificates: Turkish driver’s license Type B (Type D/E benefit).
- Military service: Must be completed.
- Residence location: İstanbul (Asia/Europe).
Key Performance Metrics (KPI):
- A. Realization of sales, product portfolio and profitability targets
- B. TruckServices Network: realization of distribution & service network development targets
- C. Feedback from customers: ensuring superior customer satisfaction and partner experience
- D. Continuous product/system technical knowledge development
- E. Successfully Planning and Execution of commercial, operational and technical tasks
- F. Documentation and Reporting