AF25771 - National Sales Manager | FAMCO | Qatar

Department: FAMCO
Country: Qatar
Location: Doha | Qatar
Closing Date: 19-Apr-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


FAMCO (Al-Futtaim Auto &Machinery Co.) is a market leading supplier of products &services to a diverse range of industries &commercial undertakings, covering the transportation, construction, manufacturing, warehousing, oil &gas and marine sectors. FAMCO serves these industries with world-class brands like Volvo Trucks, Volvo Buses, Volvo Construction Equipment, Merlo, Ingersoll Rand, Linde, Dexion, Yanmar, Himoinsa, Stanley Proto, Fenner, Bruynzeel, Mobel Linea, Meco, Bott, Stertil, Hart &Nassau.

FAMCO has operations in Dubai, Abu Dhabi, Al Ain &Ras Al Khaimah. FAMCO also operates on an international level in KSA, Oman, Qatar, Bahrain and East Africa. The company's development and success has been based on an in-depth understanding of customer needs and the dedication of its skilled staff.

FAMCO is committed to providing outstanding second-to-none service levels to customers and to maintaining quality, safety and environmental standards at the highest possible levels. FAMCO is an ISO 9001:2008 &ISO 14001:2004 certified company.

About the Position:

Your role as a National Sales Manager will be to deliver the monthly sales plan by volume and margin through high quality quarterly sales campaigns and proactive monitoring of sales KPIs of the sales Team.


Your key responsibilities will be but not be limited to:

  • Full responsibility for achievement of the FAMCO Qatar Bus / Power / Industrial Products & Handling Solutions.
  • Working with the Planning and Analysis team set monthly and quarterly objectives by model and by branch
  • Develop a robust forecasting strategy which enables accurate weekly forecasting of sales and gross margin for direct communication to the senior management team
  • Measure, monitor and compare the sales progression during each month and take appropriate actions to ensure the sales plan is achieved
  • Working with the Planning and Analysis team ensure that the stock availability is maximised and that any overage stock issues are realised through the sales campaigns.
  • Develop and maintain a KPI database.  This database will provide core information as to the retail and SME performance and will be the first indicator as to the overall sales trend
  • Working with the principals and product managers, ensure that the sales campaigns are relevant and capable of delivering the sales plan
  • Ensure the brand standards are maintained and consistently monitor the brand standards to ensure their market relevance.
  • Ensure that the customer visits are correctly scheduled and all visits are recorded and feedback to the Regional General Manager
About You:

Minimum Qualifications and Knowledge:  Educated to degree standard or equivalent.  Arabic and Urdu speaker a distinct advantage, to converse with typical clients and their procurement managers.  Must have excellent knowledge of the heavy equipment industry and in particular the relationship between retail customers and distributor / manufacturer.

Candidate must be proficient in Microsoft office and be highly numerate.

The successful candidate will be highly self motivated and driven to consistently deliver results.  Also this individual will be able to think strategically and plan for successful delivery of programmes and sales results.


Minimum Experience: Minimum 5 years’ experience at a management level in the motor/construction equipment industry.  Government experience in Qatar and broadly in the GCC preferred but not essential.


Job-Specific Skills: 

  • Previous Sales Manager experience a MUST
  •  Strong knowledge of Automotive Sales process, F&I, structure, systems and methodology 

  • Ability to performance manage sales and support staff
  • Ability to understand and drive showroom financials

  • Outstanding interpersonal, facilitation, presentation and motivational skills

  • Ability to influence and gain commitment at all organizational levels

  • Strong quantitative and analytical skills and PC proficiency

  • Languages:Fluent English, Arabic and Urdu is a plus

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.