Head of Strategic Sales Projects

Scania is now undergoing a transformation from being a supplier of trucks, buses and engines to a supplier of complete and sustainable transport solutions.

Scania AMC is one of the main 6 regions at Commercial Operations with captive operations in South Africa, Namibia, Botswana, Kenya, Tanzania, Ghana, UAE and Kazakhstan, selling and supporting Trucks, Buses and engines in both captive and non-captive markets. The region has a strong commercial portfolio and performance over the recent years with big focus on service operations. AMC employs more than 1000 employees and is managed through a small regional team and through the local Business Unit Management Teams and employs more than 1000 employees . AMC is a rapidly growing part of Scania and Commercial Operations with a large number of business and development opportunities across the all countries in the geographical area.

We are looking for a business oriented Head of Strategic Sales Projects, who is an experienced sales executive and leader with a strong focus on building and developing customer relationships. Someone who is interested in working towards and achieving business targets and profitability through large and complex sales opportunities in some of the most fascinating business environments in the world. Furthermore, to work with projects that deliver great value to end users and the general public. As the Head of Strategic Sales Projects of AMC you will be reporting to and working together with the Regional Head of Sales and in close cooperation with Business Unit Management Teams, independent distributors, key Scania corporate units, governmental institutions and other stakeholders.

The main responsibility of the Head of Strategic Sales Projects is to proactively strategize, manage and develop the strategic sales projects area within the AMC region through a strong customer- and business focus. This is achieved by identifying, evaluating and progressing potential strategic projects, mainly bus tenders, for markets within the AMC region.

Manage, build and develop strategic customer- and key stakeholder relationships toward structured and proactive partnerships. To work with and develop potential and actual strategic projects together with allocated resources, Business Unit colleagues and corporate units to deliver successful results, maximizing customer satisfaction, financial and business performance targets, contributing to Scania’s profitability.

Responsibilities and Tasks
• STRATEGY MANAGEMENT - Manage the long term strategy action plans and follow up for strategic sales projects within the AMC region
• MANAGE CUSTOMER RELATIONS AND PORTFOLIO - Manage pipeline, prospects, projects and existing portfolio, ensuring there are long-term strategies and plans in place
• PROJECTS- MANAGEMENT AND COLLABORATION - Manage projects (up to contract signing) according to defined standards and ensure conditions are in place for smooth strategic projects cooperation and deliveries across Scania stakeholders
• MANAGE STRATEGIC SALES - Work according to the Scania Sales process to investigate and act on prospects and strategic business opportunities with current and potential customers


The position as Head of Strategic Sales Projects offers an exciting possibility to take the driving responsibility for large customer tenders and deals, often working on governmental level with a large number of stakeholders and contributors. To actively work on-site in a large number of African and Middle Eastern countries and markets in close cooperation with Business Unit Management Teams, largely contributing to Scania’s growth and development in the region.

Knowledge, Skills and Abilities
• Solid Leadership and Management experience and ability
• Interpersonal skills and coaching skills with an adaptable and flexible approach
• Proven Business Acumen with ability to handle complex sales and ability to combine service, vehicle sales and finance
• Ability to set strategies and break down to organisational goals and departmental activities
• Experience from building strong customer relationships through complex sales lobbying activities and agreements
• Analytical and strategic with a strong commercial perspective
• Ability to build, maintain and develop relationships internally and externally
• Strong communication ability
• Resilient with a can-do attitude, solution oriented and innovative
• Language requirements - be able to manage work relation and customer negotiations in both French and English

For more information about the position you can contact
Fredrik Wijkander, Regional Head of Sales, AMC at fredrik.wijkander@scania.com
Simon Engelbrektsson, Regional Head of People & Culture, AMC at simon.engelbrektsson@scania.com

Application
Selection, interviews and tests may take place continuously during the recruitment process, so please submit your application, including a personal letter, CV and grade copies today, but no later than 2024-02-18. For your information, we may perform a background check for this position.