Sales Director, Bus, Coach

**Sales Director**

**Bus, Coach & Power Solutions**

The primary function of this senior role is to inspire, motivate and lead the Scania Bus & Coach and Power Solutions businesses. Developing and increasing business performance whilst driving customer and employee satisfaction and loyalty, contributing to the profitable growth of Scania.

The Sales Director is responsible for developing and implementing the sales strategy based on structured sales to ensure the successful accomplishment of the short-, medium
- and long-term targets. With autonomy for not only the sales performance, but you will also be responsible for P&L, employee satisfaction and customer engagement. The role requires a high-level of Dealer Network interaction and JV partnerships.

**Competencies**

**DUTY**

**TASKS**

**LEVEL**

**Develop and implement the Business Unit sales strategy**

Define and continually develop the sales strategy for the Business Unit also ensuring implementation and follow up
- Implement and foster the Scania Sales Mindset in the entire organization. Lead by example
- Develop and implement a Sales Strategy based on structured sales, Retail Sales Management (RSM) through a Customer Relationship Management (CRM) approach
- Take responsibility for Business Plan development and implementation
- Set Sales plans, sales forecasts, objectives and targets
- Identify new business opportunities
- Ensure the business units develop and promote Scania products and services to new and existing customers
- Represent the business units in the senior management team, actively participating and contributing to general business improvements.
- Collect sales data to create forecasts and action plans for sales strategies and lead times
- Ensure that relevant financial and statistical reports are compiled, analysed for further improvements
- Monitor market and competitor activity, trends and demands

Shape

**Sales Operations Management**

Develop, manage and follow up the Sales operations
- Promote and encourage a result and customer-oriented mind-set in the teams
- Empower and motivate teams to reach targets
- Follow up sales business, financial performance and customer loyalty on dealer and workshop level
- Identify deviations and generate appropriate action plans
- Implement and develop structured sales
- Lead sales function meetings
- Engage actively in management team meetings
- Conduct and act upon P&D talks, competence and performance management, succession planning and employee satisfaction surveys
- Visit dealers, workshops and joint venture partners regularly for development and follow up
- Regularly interact with and visit customers

Shape

**Systemize improvement work according to the Scania way (SRS)**

Set agenda for standardized work methods and improvement activities and manage resources within the same department and cross-functional improvement activities
- Set agenda for standardized work methods and improvement activities and manage resources within the same department and cross-functional improvement activities
- Follow up on Improvement activities and goals in connection to the business objectives
- Ensure transfer of best practice between teams
- Set a lean strategy (linked to business needs) for whole the operation

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**General Competencies**

**COMPETENCE**

**DESCRIPTION**

**TARGET LEVEL**

**Business Perspective**

Using an understanding of business issues, processes and outcomes to enhance business performance.

Shape

**Customer understanding**

Demonstrates understanding of customers, their commercial offerings, industry, business, motivational drivers and needs. Understands how Scania can contribute to the optimization of customer profitability.

Shape

**Managing People**

Guide

**Managing Resources**

Planning, allocating and mobilizing resources (human, physical, information and financial resources) to achieve organizational goals.

Guide

**Negotiation**

Ability to explore positions and alternatives to reach the best possible outcome by seeking mutual benefits and maintaining relationships in business discussions with counterparts.

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**SHE**

Demonstrates understanding for importance of safety and health policies, procedures, and regulations. Creates and safeguards a healthy, safe and sustainable work environment for all employees.

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**Personal Competencies**

**COMPETENCE**

**DESCRIPTION**

**TARGET LEVEL**

**Communication**

Listening and communicating openly, honestly and respectfully with different audiences, promoting dialogue and building consensus.

**Guide**
Adapts communication

**Ensuring Accountability**

Holding yourself and others to high standards of accountability and creating an infrastructure and transparent culture that supports and measures personal and organizational responsibility and accountability.

**Guide**
Holds self and others accountable across teams/functions

**Exemplifying Integrity**

Treating others fairly, honestly, and respectfully, furtheri