AF24910 - Key Accounts Manager | OMATRA | Dammam, KSA

Department: OMATRA
Country: Saudi Arabia
Location: Dammam | Saudi Arabia
Closing Date: 26-Jan-2017

Established in the 1930s as a trading business, Al-Futtaim is one of the most progressive regional business houses headquartered in Dubai, United Arab Emirates.

Al-Futtaim employs in excess of 44,000 people, operates through more than 200 companies and represents more than 225 international brands across industries as diverse as retail and wholesale trading, distribution, real estate development, leisure and hospitality, insurance and financial services. The group has significantly expanded its business operations in recent years through a strategic acquisition plan and has entered a number of new territories, increasing its footprint beyond the GCC and Greater Middle East to encompass Africa, South East and North Asia, Australasia, East Africa and Europe.

Entrepreneurship and rigorous customer focus has enabled Al-Futtaim to grow its business by responding to the changing needs of the customers and societies in which it operates. Al-Futtaim is committed to offering customers an unrivalled choice of the world’s best brands with exceptional standards of customer service and after sales support.

Structured into four operational divisions; automotive, financial services, real estate and retail, Al-Futtaim maintains a decentralised approach, giving individual businesses flexibility and versatility to maintain a competitive stance. This benefits employees, providing a clearly defined work culture where individuals are empowered with authority and responsibility for their work.

The success of Al-Futtaim is attributed to proactively managing change whilst upholding the values of integrity, service and social responsibility. The majority of businesses, built on a portfolio of world leading brands, dominate their sector.


Al-Futtaim is regarded as a pioneer in the region’s automotive industry. The company imported the first consignment of Toyota vehicles to the UAE and established Al-Futtaim Motors in 1955.

Al-Futtaim represents 44 automotive brands across 16 countries and encompasses every aspect of the business:

  • Passenger and commercial vehicles sales
  • Manufacturing agricultural vehicles
  • Construction equipment sales and service
  • Used car sales
  • Rental and leasing
about the Busniess:

OMATRA (Orient Marketing and Trading Company) is a premier truck, bus and concrete equipment company in the Middle East spanning Saudi Arabia, Syria and Lebanon. Acquired by Al-Futtaim in 2013, OMATRA is known across the region as the distributor for IVECO and ASTRA trucks, IVECO buses and CIFA concrete mixers and pumps. Founded in 1977, OMATRA today has five branches in Saudi Arabia with plans to expand up to 12 branches over the next three years which includes parts and service facilities. OMATRA is headquartered in Jeddah and has a total workforce of 250 employees.

Following Al-Futtaim's acquisition, OMATRA is now managed by FAMCO (Al-Futtaim Auto and Machinery Company) which is the region’s leading supplier of commercial vehicles and industrial machinery. Under the new management, OMATRA is being transformed into  an employee focused organization where both the business and associates can grow together, while striving to provide the highest levels of customer service.

About the Role:

Within Omatra outstanding team, we are seeking to hire a professional Key Account Manger to plan and carry out direct sales and marketing activities in the region. As well, to identify and develop new Key sales accounts leading to the implementation and delivery of the set budget. The Key Account Manager reporting to Regional Sales Manager, will continuously strive to achieve outstanding customer service, have an excellent understanding of customers’ needs and be able to translate the respective product features into added value benefits to our clients. Your job responsibilities will be including but not limited to:



  • Implement set strategies to achieve growth objectives and enhance overall sales achievement with Key Account customers allocated.


  • Plan and carry out direct field sales activities by Prospecting, visiting customers within the assigned Key Customers to meet agreed budgets, sales volumes, values, product mix and timescales,


  • Manage and follow up Key accounts. Aim to achieve outstanding customer service performance as measured by monthly CSI’s.


  • Implement market segmentation strategies for the key customers assigned.


  • To prepare tender technical offers and to check all legal terms and conditions.


  • Execute strategic selling activities & SWOT analysis for accounts and sales leads.


  • Assist customers to properly select the best solution for their application through gaining a clear understanding of their businesses requirements & prepare their offers, professional presentation,demonstrate excellent closing skills, Establish and maintain good working relationships with them to encourage repeat and referral business.


  • Identify trends in the market. Monitor and provide regular feedback about competitor activities & prices, market trends and lost sales.


  • Ensure the usage and update of CRM customer data and quotations. Build and maintain customer relationships through effective database management & resolve their problems.


  • Support local marketing activities to agreed budgets and timescales, and integrate efforts with other organized marketing activities, eg., product launches, promotions, advertising, and exhibitions.


  • To regularly review sales targets as well as ensure proper collection of receivables.


  • Attend training and to develop relevant product knowledge, sales techniques and skills.


  • Prepare and deliver product technical presentations that explain product features, competitive advantages, objections & responses or services to prospective customers.


  • Negotiate terms and conditions of agreements and conclude sales orders & assist and facilitate delivery of vehicles to customers.


  • Coordinate with after sales departments and workshops to ensure speedy resolution of customer related problems.


  • Strive for harmony and teamwork within the department as well as with all other divisions, reporting to Regional Sales Manager.


  • Submit interim reports, weekly, monthly reports to the Regional Sales Manager.

As a Key Account Manger, you will need to demonstrate the following Qualifications, Experiences & skills

  • Minimum Qualifications and Knowledge:   Bachelor university degree.


  • Minimum Experience: Minimum 5 years of Sales experience within a dynamic customer focused organization, with knowledge and experience with heavy trucks/construction machinery/Agricultural/power & industrial equipment.


  • Job-Specific Skills:

  • Personality: Strong personality self-driven, results-oriented with a positive outlook, and a clear focus on high quality and business profit. Mature, credible, and comfortable in dealing with senior company executives. Reliable, tolerant, and determined. Well-presented and businesslike. Able to get on with others and be a team-player.

  • Business and Selling Skills: Must be an excellent face-to-face and telephone communicator. Able to demonstrate success and experience in managing major accounts and large contracts. If not from a commercial vehicle background, then must have automotive and/or heavy equipment business experience in the B2B environment. Exceptional presentation skills.

  • Personal Situation: Must be mature and able to work extended hours on occasions when required. Must have or be able to attain a valid driving license.

  • Computer skills: Must be adept in use of MS Office 2000 or later, particularly Excel, Word, PowerPoint and Outlook.

  • Financial literacy: Able to understand and calculate business finance requirements, eg. credit costing calculations, etc. Must be a very competent writer of business letters, quotations and proposals.

  • Some other Skills:
  • Team player, exceptional presentation skills, proactive work style, creativity, energy

  • Proficiency in the use of Personal Computers, and knowledge of Microsoft applications.

  • Professional experience in Commercial Automotive or Heavy Equipment arena.

  • Knowledge of the local market dynamics.

  • Ability to communicate fluently in English & Arabic (written & spoken).

  • The job holder must be able to communicate with all areas of the company.

  • Achievement of sales and gross profit margins against annual sales targets.

  • Must be marketing oriented capable of closing high value / volume B2B deals.

  • The Job Holder must serve as the internal and external facilitator for our product offering, continuously working with the sales channel and key customers.
Note: you will be required to attach the following: 1. Resume/CV
Al-Futtaim offers highly engaging and supportive work environments in a culture that values, recognises and rewards quality performance.