مدير مبيعات وتسويق قطع الغيار

Job description

Aufgaben

Main tasks
1- Parts Sales & Market Development
• Develop and execute the annual parts sales and market-development strategy, translating business objectives into dealer, channel, and product targets.
• Analyze market trends, customer needs, vehicle parc development, and channel performance to identify and prioritize profitable growth opportunities.
• Set and negotiate dealer sales targets within the approved business plan, monitor achievement, and initiate corrective actions for performance gaps.
• Develop wholesale, retail, NRCP, fleet, and ISP business opportunities and expand strategic product groups, including oil, wear-and-tear parts, batteries, tires, accessories, and value products.
• Track turnover, gross profit, genuine-parts penetration, sales growth, and dealer target achievement by product line and channel.
• Recommend channel, product, and sales initiatives based on demand forecasts and quantified business potential.
2- Inventory, Purchasing & Demand Planning
• Provide demand forecasts and market intelligence to Supply Chain, Logistics, and Purchasing to support purchasing and allocation decisions.
• Recommend stocking parameters that balance parts availability, service level, stock turn, working capital, and financial targets from sales POV.
• Anticipate seasonal, campaign-driven, and market-driven demand changes and reflect them in rolling forecasts.
• Monitor availability, forecast accuracy, stock turn, aging, and slow-moving inventory and support action plan.
• Ensure inventory recommendations support workshop productivity, customer retention, and profitable growth.

3 - Pricing, Competitor Intelligence & Portfolio Management

• Develop pricing and portfolio recommendations that protect brand positioning, competitiveness, revenue, and contribution margin.
• Benchmark competitor prices, offers, and portfolio developments for genuine parts and strategic product groups.
• Recommend price, discount, and product-mix changes supported by market evidence and financial impact analysis, within the applicable approval matrix.
• Manage the parts portfolio lifecycle, including product introduction, growth, optimization, and discontinuation proposals.
• Measure price realization, margin development, product-mix contribution, and competitiveness; initiate corrective proposals where targets are at risk.
4- Marketing, Customer Retention & Demand Generation

• Develop and execute integrated parts marketing and customer-retention plans aligned with the approved commercial strategy and budget.
• Design targeted programs for lapsed customers, inactive workshops, priority segments, and strategic product groups across dealer, digital, and traditional channels.
• Promote the genuine-parts value proposition and support aftersales campaigns that increase workshop throughput, customer retention, and market penetration.
• Define campaign objectives and monitor incremental sales, response or conversion rate, customer reactivation, retention, and return on investment.
• Optimize or stop activities that do not achieve the agreed commercial and financial thresholds.

5- Financial Steering & Business Planning
• Partner with Controlling to develop and consolidate the parts business plan and forecasting cycles, including OP, FC03, FC09, and rolling forecasts.
• Translate approved financial targets into dealer and channel plans and monitor turnover, gross profit, contribution margin, EBIT, stock turn, inventory aging, marketing expenditure, and cash-flow-related indicators.
• Identify risks and opportunities, quantify the financial impact, and coordinate corrective actions with dealers and relevant internal functions.
• Provide accurate monthly, quarterly, and annual management reporting, including performance versus plan, forecast accuracy, outlook, risks, and required decisions.
6- Network Management & Strategic Projects
• Lead approved strategic projects for parts-business growth, digital sales, parts trading, Parts Only concepts, and network development.
• Conduct structured dealer and ISP performance reviews and visits, agree action plans, and follow up delivery against milestones.
• Support dealer capability development and the implementation of agreed standards and best practices.
• Track project business cases, milestone delivery, adoption, incremental revenue, and network-performance improvement.
• Represent Customer Services in cross-functional and regional initiatives and escalate decisions outside the role’s authority.

Qualifikationen

Training and qualification:

• Bachelor’s degree in Engineering, Business Administration, Economics, Marketing, or a comparable field from a recognized university.
• Strong analytical and commercial capabilities are required.
• Relevant postgraduate studies or professional certification in business, finance, marketing, data analytics, or supply chain are preferred.

Technical knowledge:

• Advanced reporting, data analysis, forecasting, pricing, profitability analysis, and business-case development capabilities.
• Advanced proficiency in Microsoft Excel and Power BI; practical experience with ERP and parts-management systems.
• Experience in parts sales, pricing, product management, marketing, inventory steering, and dealer-network or wholesale business.
• Knowledge of Mercedes-Benz or equivalent automotive parts systems, processes, and aftermarket dynamics.
• Ability to interpret market trends, competitor activity, customer insights, vehicle parc development, and channel economics.
• Ability to translate commercial opportunities into profitable, measurable business growth while balancing sales, margin, service level, and inventory efficiency.
• Experience in digital marketing, CRM, project management, and change implementation is preferred.

Soft skills/individual competence:

• Strong leadership, stakeholder management, and cross-functional collaboration skills.
• Excellent communication, presentation, negotiation, and influencing skills.
• Structured problem-solving, sound commercial judgement, and data-driven decision-making.
• Strong customer orientation, ownership, execution discipline, and ability to manage competing priorities.

Experience:

• Minimum 5 years of relevant experience in automotive parts sales, pricing, product management, marketing, or wholesale/dealer-network management, including demonstrated responsibility for commercial targets and cross-functional initiatives.

Language

• Fluency in spoken and written Arabic and English.