Strategic topics:
Responsible for business/sales development of Core Business Field: Diesel in the region.
Analyze channel for potential customers and additional sales opportunities.
Active support in development of Wholesalers, Bosch Diesel Service (BDS) & Diesel Module (BDM) network.
Complete responsibility of On-boarding of new BDS and BDMs; including updating them on Global database (CRM & others).
Active support in demand planning.
Collect market intelligence about product requirements, price points, customer requirements.
Develop concepts to turn customers or to add new product lines at existing customers (CAP).
Develop and execute concepts how 1st trade level customers can increase their penetration with Bosch diesel products.
Develop and execute channel specific promotions and sales supporting measures.
Develop and execute customer binding activities to increase PULL from workshops.
Create/Support sales pitches at the customers & channels.
Monitor field force/sales activities in the channel (2nd trade level, BDS feedback).
Develop, align (with country sales) and implement/maintain a performance related incentive/allowance scheme for each channel.
Implement global customer concepts such as “Extra” (if applicable).
Support customer exhibitions to promote Bosch products.
Plan, manage and execute sponsorships (if applicable).
Set up KPI measurement by customer/channel to monitor Business Plan and target achievement.
Perform performance reviews with country sales and define measures to achieve planned customer/channel performance.
Organizing the customer meetings to understand and resolve the issues with the customers (define/follow the set-up frequency).
Perform Quality audits (SQA, SQT, PRT, Screening etc) of Diesel workshops; both BDS, BDM and maintain them in global database.
Coordinate with Customer Hotlines to resolve the customer issues.
Consulting workshops: Technical and commercial.
Qualifications
Education and Experience:
Degree / Diploma: Technical studies.
Technical knowledge in Diesel systems and parts.
5-8 years in a similar role in Automotive sectors.
Analytical background: MS Excel advanced and modelling competence.
Personal Characteristics:
High analytical skills, problem solving skills.
Strong communication skills.
Strong Numerical reasoning.
English speaking: Other languages advantageous.
Assertiveness.
Strong team player.
Deadline and performance driven.
Additional Information
Dimensions:
Meet management expectations for turnover and concept development for workshops.
Meet customer expectations for goods range, availability, and pricing.
Implement a proper distribution network.
Major Challenges:
Working within diverse and complex markets of Africa East (Kenya, Tanzania, Uganda & others).
Driving high performance from the organisation & channel.
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