Al Futtaim Jobs - Head Of B2B - Sales | AF Finance | Dubai, UAE (Dubai, AE)

Job Requisition ID: 94203 

No two days are the same at Al-Futtaim, no matter what role you have. Our work is driven by the desire to make a difference and to have a meaningful impact with the goal of enriching everyday lives. Take our engaging and supportive work environment and couple it with a company culture that recognises and rewards quality performance, and what do you get? The chance to push the limits every single day.

 

As a humble family business that started on the banks of the Dubai Creek in the 1930s, Al-Futtaim has expanded to a presence in 31 countries, a portfolio of over 200 companies, and 42,000 employees. You’ll find us in industries ranging from automotive and retail, to finance and real estate, and connecting people with international names like Lexus, Ikea, and Adidas. Our team is proudly multicultural and multinational because that kind of diverse representation gives us the global mindset to grow and impact the people, markets, and trends around us.

 

Come join us to live well, work better, and be the best.

 

 

 

                                                                                    Head of Sales – B2B (Corporate and SME)

 

Job Purpose:

• 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.

 

• 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.

 

 

• 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

 

Key Responsibilities:

Strategy, Planning & Execution:

• 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 organization's financial and budget activities to fund operations, maximize investments, and increase efficiency.
•  Control budgets and optimize expenses.

 

Qualifications, Experience & Skills:

Minimum Qualifications and Knowledge:

• University graduate with over 10 years of experience in Financial Services, banking and Automotive / Fleet of which at least 3 years should be as a head of a business unit with significant people responsibility
• Languages: Fluent English, Arabic is beneficial

 

Job-Specific Skills:

• Analytical capability – descriptive, diagnostic, predictive and prescriptive 
• Manage up (influence and collaboration) and managing down (leadership and coaching)
• Strategy formulation, communication and execution
• Ability to effectively manage change and transformation

 

 

KGM

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