Head of Sales

Job Title: Head of Sales
Contract Type: Full Time
Location: Dubai
Salary: Competitive
Job Published: April 04, 2018 11:37

Job Description

Employer: Mercedez-Benz



Reporting to General Manager FUSO


Main Objective

  • Lead a team of high performing sales professionals to manage the Fuso Commercial Vehicle Sales in MENA region through the General Distributors
  • Plan and achieve the sales volume for all the markets in the region
  • Improve/sustain market share for Fuso in each market/each segment
  • Define pricing strategy for new products and constantly review the price positioning of the existing models
  • Prepare various reports for the management and various forums periodically
  • Be an interface between the markets and the HQ on product portfolio management for the region
  • Manage the new product launches successfully in the region
  • Plan and organise various marketing activities in the region to leverage the brand presence
  • Ensure accuracy in order forecasting, timely ordering and execution
  • Set various targets for the business partners and guide them to achieve the mutually agreed targets
  • Periodic review of team members to ensure optimum performance



  • Lead a team of high performing sales professionals and enable them for top performance
  • Review their performance periodically and provide feedback


Market Management - Sales

  • Define the sales targets based on the market environment and company’s internal targets and achieve the targets
  • Support/Steer the distributors towards their annual sales plan and meet their targets
  • Periodic reports on the markets
  • Assessing & managing opportunities & risks (Fleet Support)
  • Coordinate with order management & support team to ensure order execution

Product portfolio Management

  • Co-ordinate with Product Management (PM) to have the right product portfolio for the assigned markets
  • Track regulation changes/market needs to communicate to PM on time to make the necessary product changes


Product launches

  • Pricing/price approvals of the launch models
  • Sales readiness of the GDs to launch the new models
  • Supporting the distributors in the launch activities


Integrity & Compliance

  • Ensure adherence to all the policies and standards at all the times
  • Commitment to the culture of integrity within the organisation and also with business partners


Personal Development

  • Regular training on products & processes
  • Regular training and updates on compliance issues




  • Passion
  • Respect
  • Integrity
  • Discipline
  • Customer oriented
  • Strong interpersonal skills



  • Commercial Vehicles Sales/Product Management background
  • Commercial Vehicles Sales experience (in the Middle East/or North Africa) would be an advantage
  • Cultural knowledge of Middle east and/or North Africa region preferable
  • Good analytical, negotiation and communication skills
  • English is a must, French and/or Arabic would be beneficial


Graduate Degree/qualification in (automotive) Engineering/Business Administration

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