Location: Saudi Arabia
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About the Role:
This role is responsible for developing and growing the company Commercial Vehicles business in the assigned market, encompassing end-to-end ownership of market development, customer relationships, business opportunities, and local ecosystem development. It is essential for the individual to act as a business builder rather than solely focusing on generating quotations and closing individual deals. The position requires identifying strategic opportunities, establishing relationships with key stakeholders, creating conditions for sustainable business growth, and coordinating internal and external resources to turn opportunities into long-term business. The person will represent the company Commercial Vehicles with customers, government institutions, fleet operators, partners, and other relevant stakeholders.
Key Responsibilities:
Market Development & Strategy
- Develop and execute the Commercial Vehicle market-entry and growth strategy for the assigned country.
- Build a clear understanding of the truck and bus market, including market size, segments, applications, customer structure, competitors, pricing, and regulatory environment.
- Identify priority market segments and applications where the company's electric commercial vehicle portfolio can create a strong value proposition.
- Translate market intelligence into concrete commercial priorities, customer targets, and business opportunities.
- Develop annual and medium-term market plans, including sales volumes, pipeline, product requirements, and key strategic initiatives.
- Continuously assess market developments, competitor activity, and customer requirements.
Business Development & Sales
- Build and manage a strong commercial pipeline across buses, light-, medium-, and heavy-duty trucks according to market opportunities.
- Identify and develop strategic customers, fleet operators, government entities, municipalities, logistics companies, and major private-sector accounts.
- Lead customer engagement from initial opportunity identification through product definition, technical evaluation, commercial proposal, negotiation, and order closing.
- Drive pilot projects, demonstrations, and reference fleet opportunities to accelerate market acceptance.
- Develop account plans for priority customers and ensure continuous engagement with key decision-makers.
- Take ownership of sales targets, pipeline quality, opportunity conversion, and commercial performance.
Customer & Key Account Management
- Establish senior-level relationships with key customers and strategic stakeholders.
- Develop a deep understanding of customer operations, fleet requirements, duty cycles, and business economics.
- Position the company as a long-term mobility and fleet-solutions partner rather than only a vehicle supplier.
- Work with customers to develop the appropriate vehicle, charging, financing, service, and total-cost-of-ownership solution.
- Maintain ownership of the customer relationship throughout the full commercial lifecycle.
Government & Institutional Relations
- Develop relationships with relevant ministries, municipalities, transport authorities, investment agencies, and government institutions.
- Identify public-sector fleet electrification programs, tenders, and infrastructure initiatives.
- Support discussions related to EV policy, incentives, localization, public transportation, and sustainable mobility.
- Coordinate with regional and corporate stakeholders where senior government engagement is required.
Partner & Ecosystem Development
- Identify and develop the local ecosystem required to support sustainable Commercial Vehicle operations.
- Evaluate potential commercial partners, distributors, service partners, bodybuilders, charging partners, financing institutions, and other solution providers.
- Ensure partners are aligned with the company's commercial strategy, customer requirements, and brand standards.
- Support the development of local aftersales capability, spare-parts availability, and customer-support infrastructure.
- Coordinate internal teams and external partners to ensure customers receive a complete business solution.
Product & Solution Development
- Provide structured market feedback to Product teams regarding vehicle specifications, applications, and local requirements.
- Coordinate product homologation, certification, and market-specific technical requirements together with the relevant internal teams.
- Support the development of vehicle configurations appropriate for local customers and operating conditions.
- Identify body-building, charging, and other application requirements and coordinate suitable solutions.
- Participate actively in new-product introduction and launch planning.
TCO & Commercial Solutions
- Develop a strong understanding of the Total Cost of Ownership of electric commercial vehicles versus conventional ICE alternatives.
- Work with customers to understand fleet utilization, energy costs, maintenance costs, and operational requirements.
- Coordinate internally to develop competitive and commercially viable TCO proposals.
- Support the development of financing, leasing, charging, and other solutions required to overcome customer adoption barriers.
- Ensure the commercial team can clearly articulate the financial and operational benefits of the company's solutions.
Customer Service & Operational Coordination
- Work closely with Customer Service to ensure appropriate service coverage, technical support, spare parts, and warranty capability.
- Ensure customer-service readiness is considered before vehicle delivery and commercial commitments.
- Coordinate Product, Customer Service, Finance, Logistics, Legal, and other functions required to execute opportunities successfully.
- Follow major projects through delivery, commissioning, and early fleet operation to ensure customer satisfaction.
- Escalate and resolve commercial or operational issues affecting strategic customers.
Tender & Project Management
- Identify relevant public and private tenders.
- Lead commercial coordination of major tenders and strategic fleet projects.
- Ensure responsibilities, timelines, and decision-making processes are clearly defined internally.
- Coordinate technical, commercial, financial, legal, and aftersales inputs.
- Maintain clear project governance and management visibility for strategic opportunities.
Planning & Performance Management
- Maintain accurate sales forecasts and pipeline information.
- Prepare regular market, sales, and business-performance reviews.
- Develop annual sales targets and business plans.
- Monitor key performance indicators including pipeline, orders, deliveries, market development, and customer engagement.
- Identify risks and corrective actions early.
Candidate Profile:
- Strong experience in automotive, commercial vehicles, transportation, fleet solutions, or related industries.
- Proven track record in business development, market development, key-account management, or commercial leadership.
- Experience working with fleet customers, government organizations, large corporate customers, and/or dealer/distribution networks.
- Good understanding of trucks, buses, fleet operations, or transportation businesses.
- Ability to develop new markets and opportunities from an early stage.
- Strong commercial and financial understanding, including pricing, profitability, and TCO.
- Ability to work effectively across multiple functions and coordinate complex projects.
- Strong stakeholder-management and negotiation skills.
- Entrepreneurial, hands-on, and results-oriented mindset.
- Comfortable operating in a fast-moving and evolving organization.
- Strong English communication skills; Arabic capability is highly desirable.
- Local market knowledge and established business relationships in the respective country would be a strong advantage.
The successful candidate should demonstrate:
- Strong ownership mentality.
- Customer-first thinking.
- Ability to build business rather than simply manage existing accounts.
- Commercial judgment and ability to prioritize.
- Proactive identification of opportunities and problems.
- Ability to work independently while collaborating across a global organization.
- Strong internal coordination and follow-through.
- Structured communication and regular reporting.
- High ethical standards and professional representation.
