Job Description

In this crucial role, you will be an integral part of the Sales team, playing a key role in expanding Ford's market share and strengthening our brand presence in Saudi Arabia. Your efforts will directly contribute to our overall business success and enhance our reputation as a leader in the automotive industry.

Key Responsibilities:

Grow the Business:

Support, develop, and drive sales results (retail, production allocation & wholesale) for new vehicles with assigned distributors to meet corporate retail, production, and business objectives. Submit accurate forecasts twice a week for new vehicle retail/fleet and production, ensuring the achievement of all monthly and annual company objectives. Performance-manage the distributor's sales activities across their full area of control using competitive and market data. Monitor and guide stock levels across all vehicles. Ensure accurate and timely sales reporting for retail and fleet sales. Perform competitive analysis in the market on key surrogates. Champion and own the development and implementation of the distributor's annual sales objectives (ASO). Monitor and review performance against the ASO monthly, quarterly, and annually. Work with the distributor to monitor financial performance and increase business performance across the year for all new Ford vehicle sales. Develop and implement action plans to correct any deficiencies.

Serve the Distributor:

Develop strong & influential relationships with the distributors' top leadership team to ensure they are fully aligned with Ford's business strategy and that the appropriate human & financial resources are in place to achieve sales & business targets and the Ford customer experience. Visit each assigned distributor monthly, or more frequently if required, to support Ford's business objectives. Assume ownership and promptly address distributor concerns and complaints, even those beyond the immediate scope of sales, to maintain a high level of distributor satisfaction. Maintain a written summary of the contact with the distributor post-visit, with a review highlighting the subjects discussed, any out-of-line conditions reviewed, and an overview of the actions agreed to by the distributor. Provide support at the distributor marketing events as required.

Champion Distributor Success:

Coordinate with the Marketing Manager and assigned distributor to steer the annual marketing plan to support the ASO. Ensure all distributor advertising adheres to the Ford-approved format and standards. Coordinate with the Marketing Manager, review the effectiveness of the plan frequently to update and adapt the plan as results and market conditions change. Maintain an updated version of the distributor marketing plans on file with the Marketing Manager. Ensure that every distributor delivers an exceptional customer experience measured by NPS. Ensure the Ford CX team is supported with coaching and developing the distributor staff in line with requirements for the delivery of the Ford guest experience. Coach and lead distributors to effectively utilize the "Voice of the Customer." Partner with the Regional After-sales Manager to jointly manage retail performance and customer experience. Identify areas of deficient performance and work with the distributor to develop corrective action plans. Ensure a full review is completed on the AMBG report to understand the competitive trends and segmentation shift. Visit key competitor showrooms every market visit and report back pricing or showroom updates. Utilize this information to identify market opportunities for product offerings, series offerings, and pricing. Effectively present findings to Ford MENA management and ensure a robust strategy is put together to lead discussions with the distributor on these opportunities. Hold Quarterly Sales & Marketing management reviews with respective distributors. Ensure that the distributor conforms to the Ford Rules of Eligibility (RoE).

Knowledge, Skills Abilities (KSA)

Technical Skills:

+ Excellent knowledge of field management and distributors sales operations.
+ Good knowledge of the automotive marketplace and the requirements of the consumer.
+ Excellent communicator experienced with the preparation and presentation of structured management reports with a practical knowledge of MS office.
+ Automotive OEM field experience in sales and sales management.
Knowledge of Sales and Production programming, usage of tools like GDBP, NPS etc. is a plus.
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Personal Attributes:

+ Demonstrable negotiation + influencing skills across distributor operations, from sales executive through to CEO/business owner.
+ Credible ambassador of the Ford brand with a natural ability to engage senior management at the distributor.
+ Demonstration of the successful use of people management skills to drive performance at a senior level.
+ Highly self-motivated, with a positive mindset & attitude 'to succeed.'
+ Target-driven, confident leader with good emotional intelligence.
Fluency in Arabic and English.
+

Qualifications:

University degree level, MBA is preferred. 10+ years of experience out of which 6 years minimum experience required within the automotive industry. Zone Management experience mandatory. Demonstrable ongoing professional development.

Performance Measures/ Success Criteria:

Sales vs Plan Production vs Plan NPS vs Objective CM vs Plan Market Share

This is a fantastic opportunity to join a world-class company and make a significant impact on our business in Saudi Arabia. If you are a highly motivated and results-oriented individual with a passion for the automotive industry, we encourage you to apply. We look forward to hearing from you!

Additional Responsibilities:

Provide Brand & Product Marketing Support to distributors. Support the portfolio strategy team in developing successful business cases. * Champion distributor consumer marketing and advertising.