Jefe Comercial de Buses

En Scania Colombia, seguimos impulsando un transporte más inteligente, eficiente y sostenible. Por eso, queremos incorporar a nuestro equipo un líder apasionado por los negocios, el servicio al cliente y la gestión comercial, que nos ayude a seguir creciendo en la región Caribe.

Dirigir y ejecutar la estrategia comercial de buses en la zona norte del país, garantizando el cumplimiento de los objetivos de venta, rentabilidad y satisfacción del cliente, alineado con los estándares globales de Scania.

• Liderar al equipo comercial de buses, asegurando el cumplimiento de las metas mensuales y anuales.
• Diseñar e implementar planes de ventas, prospección y fidelización de clientes clave (operadores de transporte, empresas de turismo, transporte intermunicipal).
• Analizar y aprobar condiciones comerciales, descuentos y precios especiales, garantizando la rentabilidad del negocio.
• Coordinar con las áreas de Marketing, Servicios, Finanzas y Logística para optimizar la experiencia del cliente.
• Supervisar el desempeño de la red de concesionarios y generar estrategias de desarrollo comercial.
• Controlar los indicadores clave del negocio (volumen de ventas, márgenes, rotación de inventario, toma de usados, satisfacción del cliente).
• Promover el desarrollo del equipo, impulsando una cultura basada en liderazgo, servicio y resultados.

• Profesional en Administración, Ingeniería, Economía o carreras afines.
• Experiencia mínima de 7 años en áreas comerciales, preferiblemente en el sector automotriz, transporte de pasajeros o maquinaria pesada.
• Experiencia liderando equipos de ventas.
• Dominio de herramientas de gestión comercial y paquete Office (nivel avanzado).
• Nivel de inglés intermedio o superior.
• Alta orientación al logro, liderazgo inspirador, planeación estratégica, pensamiento analítico y comunicación efectiva.

Customer Relationship Management / Account Management

Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

Customer Relationship Development / Prospecting

Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

Customer Needs Clarification

Set clear objectives for each sales call or meeting; use standard materials to make a presentation to the customer; and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation.

Sales Opportunities Creation

Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.

Sell Customer Propositions

Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.

Customer Relationship Management (CRM) Data

Schedule follow-up actions and enter relevant information into the customer relationship management system after each contact with a customer to create a call plan and to ensure that the organization has quality data to enable effective customer retention and business development activities.

Promoting Customer Focus

Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.

Operational Compliance

Identify, within the team, instances of non-compliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.

Performance Management

Respond to personal objectives and use performance management systems to improve personal performance.  OR Monitor the performance of the team; allocate work and review completion, take appropriate corrective action to ensure timeliness and quality; contribute to formal individual performance management and appraisal.

Personal Capability Building

Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

• Bachelor's Degree or Equivalent Level 6