Manager, Field Operations B2B

2 months ago

Jeddah, Saudi Arabia Nissan Full time

Job Title**:Parts B2B Sales & Special products Manager**

Department**:Aftersales**

Function**:Parts**

Legal Entity**:NKSA**

Location**:Saudi Arabia**

Level**:EVP-6**

Direct Manager**:DGM - Parts & Accessories**

**Mission & Main Objectives**
- Improve B2B part lines sold through:

- Working on lost sales management and CBM gap analysis, to deliver monthly DLR improvement recommendations.
- Gather Market Intelligence on parts price in WS market, prepare competitive analysis, PDCA with DLR AS management for right price positioning
- Sign up new WS customers to NKSA DLR network for improved footprint
- Assure B2B customers satisfaction to achieve Nissan's commercial and operational targets in KSA.

**Main tasks and responsibilities**
- Own responsibility of delivering NKSA overall Sell-in and its DLRs B2B (Wholesale & Fleet) sell-out, through:

- Promote B2B triangle concept (best in Parts availability at the right price, coupled with best in market credit offering)
- Build Key account management, CBM & lost sales tracking concepts in DLR WS & fleet processes setup
- Design incentive schemes for Parts & OTB to support NKSA (and its DLRs) in achieving commercial objectives
- Develop promotional programs to enhance B2B customer retention within NKSA DLR network.
- Communicate 2nd line, commodities (Incl. OTB) developed products and support launch in DLR network through marketing and commercial offering
- Monitor B2B customer database credit accounts and work with DLR AS management on proposed course of action.
- Support NKSA DLR through deployment of training sessions to own staff
- Support NKSA B2B accounts with deployment of MicroCat® Market
- Support B2B accounts with knowledge sharing on best practice of go-to-market strategy and optimized warehousing methodology

**Country Specifics**

Nissan had a parts supply gap in 2012 due to changes in the distribution setup. This supply gap created a window of opportunity to grey importers (GI) to control the market. Working through local arms within WS market and undermining NKSA and its DLRs MS and OP.

Hence, NKSA established parts B2B operations team to counter GI market presence through strengthening DLR structure, provide consultancy on best practices and improve Nissan MS and Margins. The role of B2B Parts Manager plays a significant role in supporting Nissan's operations in KSA, contributing to its revenue growth.

Additionally, NKSA seeks its fair market share in OTB market, supporting one stop shop concept for Nissan customers in KSA and improving NKSA (and its Dealers) overall profitability. This includes establishing the key accounts, support DLR on establishing the relationship and providing required product's through Nissan designated affiliate's (suppliers) with competitive pricing strategy (Price, Credit offering, availability).

**BACKGROUND & SKILLS REQUIRED**

**Description**:
**Performance indicators**:
Plan supply of wholesale parts to KSA dealers and wholesalers including:

- Forecasting volumes and recommending dealership inventory for parts and commodities
- Capturing inputs from NKSA/DLR AS and Finance teams to optimize profitability while meeting operational targets

Monthly wholesales revenues

MOS

GP

Responsible for Communicating and supporting launch of developed products and commodities

Penetration rate of commodities and MS growth

Define local pricing for KSA parts lineup in collaboration with NKSA AS team, including:

- Track KSA market competitor prices and regularly benchmarking own pricing behaviors (e.g. discounts, promotions)
- Coordinate with AS marketing manager to conduct annual price survey
- Coordinate with DLR AS and Marketing team to capture their inputs

Price Index

% Parts/UIO Growth YoY

Facilitate supply of parts to NKSA dealerships, including:

- Monitor Back orders from MPS
- Ensure best MPS supply fill rate
- Follow-up with all sales channels
- Resolving issues and escalating to appropriate stakeholders at DLR, NKSA, and MPS as required

Aged BO

Number of New Customers

CBM scores improvement

Manage dealer relationships including:

- Announce and negotiate price revisions
- Design, negotiate, and manage dealership incentive schemes and promotions in collaboration with NKSA-DLR Marketing and AS teams
- Design and negotiate yearly activities agreement

of active programs during FY20

of participants signed to each program

% Revenue growth during these programs

% achievement of KPIs associated with each program

**Specific technical skills**
- at least 5 years work experience, with 1 year in automotive supply chain or commodities business development plus 2 years in Sales senior role
- experience in KSA/GCC, automotive sector, and building new teams/organizations

Technical: Automotive, OTB background (Lubricants, Batteries and Tires)

Soft Skills: proficiency in MS Office (mainly Excel and PowerPoint)

Language: excellent communication skills in both English and Arabic

Saudi Arabia

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