Summary
Al-Futtaim is hiring a Key Account Manager for FAMCO Used Business in Dubai to grow sales of used trucks, construction and material handling equipment, and buses. The role involves developing B2B customers across UAE, regional and international markets, managing negotiations and transactions, and meeting sales and gross margin targets. Candidates should have at least 3 years of relevant B2B sales experience, international or regional sales exposure, and knowledge of used equipment markets. A valid UAE driving license is required.
The posting
As published on alfuttaim.com. Pulled from the employer's site and shown as they wrote it.
Job Requisition ID: 181193
About Al-Futtaim
Established in the 1930s, Al-Futtaim is one of the most diversified and progressive privately held regional businesses, headquartered in Dubai. Operating across more than 20 countries, the Group spans automotive, financial services, real estate, retail and health. With more than 40,000 employees, Al-Futtaim represents over 200 of the world’s most recognised brands, including Toyota, Lexus, IKEA, ACE and Marks & Spencer. Driven by its purpose to enrich lives and elevate communities, Al-Futtaim focuses on digital innovation, AI, sustainable growth and strategic partnerships, creating long-term value for customers, communities and partners while building a responsible legacy for future generations.
Overview of the Role
FAMCO Used Business is looking for a commercially driven Key Account Manager to drive profitable business growth across used trucks and equipment. This role is responsible for developing new business-to-business customers across the United Arab Emirates, regional, and international markets, while selling a diverse portfolio of multi-brand used trucks, construction equipment, material handling equipment, and buses.
This is an opportunity for a strong hunter and relationship builder who understands used assets, can identify the right equipment for different customer applications, and is confident managing complex commercial negotiations from initial prospecting through to deal closure, delivery, and payment.
What You Will Do
- Develop new business-to-business customers across the United Arab Emirates, regional, and international markets.
- Sell multi-brand used trucks, construction equipment, material handling equipment, and buses through direct and export channels.
- Build and maintain relationships with fleet operators, contractors, transport companies, traders, rental companies, equipment operators, and export customers.
- Conduct regular customer visits, market mapping, prospecting, and international business development activities.
- Identify customer requirements and recommend suitable units based on application, condition, specification, age, and budget.
- Achieve monthly and annual sales, gross margin, revenue, and stock turnover targets.
- Lead commercial negotiations covering price, payment terms, delivery conditions, and transaction structure.
- Coordinate inspections, quotations, documentation, logistics, handover, and export transactions to ensure smooth deal completion.
- Maintain an active sales pipeline and provide accurate sales forecasts and market intelligence.
- Keep Customer Relationship Management records, sales reports, and customer information accurate and up to date.
- Monitor receivables and secure customer payments in line with approved commercial terms and credit limits.
- Identify alternative sales channels and opportunities to move diverse or aged stock.
Required Skills to Be Successful
- Strong business-to-business sales and business development capabilities.
- Proven ability to identify new customers, open accounts, and develop new markets.
- Strong negotiation and deal-closing skills, with a clear focus on profitability and gross margin.
- Good understanding of used trucks, construction equipment, material handling equipment, buses, or related capital equipment.
- Ability to assess customer requirements and match equipment specifications to specific applications.
- Strong understanding of pricing, payment terms, gross margin, stock turnover, and receivables.
- Excellent relationship management and communication skills.
- Commercially driven, resilient, and comfortable managing long or complex sales cycles.
- Strong Customer Relationship Management and Microsoft Office skills.
- Comfortable working with customers across different countries and cultures.
- Willingness to travel as required for regional and international business development.
About the Team
You will join FAMCO Used Business within Al-Futtaim Industrial Equipment and Commercial Vehicles. The business specializes in used trucks, construction equipment, material handling equipment, and buses across multiple brands and markets.
The team is focused on growing the used-equipment business through strong customer relationships, new market development, profitable transactions, and efficient stock movement across the United Arab Emirates and international markets.
What Equips You for the Role
- Bachelor's degree in Business, Sales, Marketing, Engineering, or a related discipline, or equivalent relevant experience.
- Minimum 3 years of business-to-business sales experience in used trucks, construction equipment, material handling equipment, buses, automotive, industrial equipment, or a closely related sector.
- Proven success in developing new accounts and closing high-value business-to-business transactions.
- Experience selling used assets or capital equipment is highly preferred.
- International or regional sales experience is essential, including exposure to export customers, traders, or multiple markets.
- Working knowledge of heavy and medium-duty trucks, construction equipment, material handling equipment, and/or buses.
- Experience selling multiple brands and product categories rather than relying on a single-brand proposition.
- Knowledge of regional and international used-equipment markets and cross-border commercial documentation.
- Proven track record of achieving sales and gross margin targets.
- Established customer relationships within the United Arab Emirates, Gulf Cooperation Council, Africa, or relevant export markets would be an advantage.
- Valid United Arab Emirates driving license.
About Al-Futtaim
Al-Futtaim Automotive is one of the region's leading mobility businesses, operating across eight countries in the Middle East, Asia and North Africa.
With a portfolio of more than 25 world-leading brands, we deliver one of the region's most comprehensive mobility ecosystems.
Our capabilities span passenger vehicles, commercial vehicles and industrial equipment, backed by integrated logistics, leasing, aftersales and financial services that deliver a seamless customer experience across every stage of the mobility journey.
Our vision is to become a world-class mobility player, creating better experiences for our customers through innovation, digital transformation and a relentless focus on customer experience. We work alongside some of the world's most trusted automotive brands to shape the future of mobility, delivering solutions that meet the evolving needs of individuals, businesses and communities.
Behind everything we do is a team of more than 9,000 colleagues united by ambition, collaboration and a shared commitment to progress. Together, we're shaping the future of mobility, embracing new technologies and creating better experiences for our customers. At Al-Futtaim Automotive, you'll be empowered to turn ambition into action and help move our customers, our business and your career forward.