Key Account Manager - Used Trucks and Equipment
Posted date [2026-10-03]
(ID: 52849)
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Established in the 1930s as a trading business, Al-Futtaim is one of the most progressive regional family business houses headquartered in Dubai, United Arab Emirates. |
Job Description and Requirements
Key Account Manager - Used Trucks and EquipmentJob Snapshot
Role: Key Account Manager - Used Trucks and Equipment
Location: Dubai, United Arab Emirates
Industry: Automotive
Function: Sales-Business Development
Experience: Minimum 3 years of business-to-business sales experience
Job Type: Full Time
Position Overview
Al-Futtaim is looking for a Key Account Manager - Used Trucks and Equipment in Dubai, United Arab Emirates to drive profitable growth for FAMCO Used Business. The role focuses on developing new business-to-business customers across the UAE, regional, and international markets while selling multi-brand used trucks, construction equipment, material handling equipment, and buses. The position requires a commercially focused sales professional who can prospect for new accounts, understand customer applications, manage complex negotiations, and take transactions through delivery and payment.
Job Details
Country: United Arab Emirates
City: Dubai
Industry: Automotive
Function: Sales-Business Development
Salary: Not disclosed
Gender: No Preference
Candidate Nationality: Not specified
Job Type:
Full Time
Work Arrangement: On-site
Overview of the Role
The Key Account Manager will develop new markets and customer relationships for FAMCO Used Business while managing the commercial process for used vehicles and equipment. The role covers direct and export sales and requires an understanding of used assets, customer applications, pricing, margins, payment terms, stock movement, and receivables.
Success in this position depends on combining active business development with practical product knowledge and disciplined transaction management. The Key Account Manager will work with fleet operators, contractors, transport companies, traders, rental businesses, equipment operators, and export customers across different markets.
What You Will Do
- Develop new business-to-business customers across the UAE, 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 customer visits, market mapping, prospecting, and international business development activities.
- Understand customer requirements and recommend appropriate units based on application, condition, specification, age, and budget.
- Work toward monthly and annual sales, revenue, gross margin, and stock turnover targets.
- Lead commercial negotiations covering pricing, payment terms, delivery conditions, and transaction structures.
- Coordinate inspections, quotations, documentation, logistics, handover, and export transactions.
- Maintain an active sales pipeline and provide accurate forecasts and relevant market intelligence.
- Keep Customer Relationship Management records, customer information, and sales reports accurate and current.
- Monitor receivables and secure payments in accordance with approved commercial terms and credit limits.
- Explore alternative sales channels to support the movement of diverse or aged stock.
Required Skills
- Strong business-to-business sales and business development capability.
- Ability to identify prospects, establish new customer accounts, and develop new markets.
- Strong negotiation and closing skills with an understanding of profitability and gross margin.
- Knowledge of used trucks, construction equipment, material handling equipment, buses, or related capital equipment.
- Ability to match equipment specifications and condition with customer applications and requirements.
- Understanding of pricing, payment terms, gross margin, stock turnover, and receivables.
- Strong customer relationship management and communication skills.
- Commercial resilience and the ability to manage long or complex sales cycles.
- Competence with Customer Relationship Management systems and Microsoft Office.
- Ability to work effectively with customers across different countries and cultures.
- Willingness to travel for regional and international business development when required.
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 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, 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 across multiple brands and product categories.
- Knowledge of regional and international used-equipment markets and cross-border commercial documentation.
- Proven record of achieving sales and gross margin targets.
- Existing customer relationships within the UAE, Gulf Cooperation Council, Africa, or relevant export markets would be an advantage.
- Valid United Arab Emirates driving license.
About the Team
The role sits within FAMCO Used Business, part of Al-Futtaim Industrial Equipment and Commercial Vehicles. The business handles used trucks, construction equipment, material handling equipment, and buses across multiple brands and markets.
The team focuses on expanding the used-equipment business through customer development, new market opportunities, profitable transactions, and efficient stock movement across the UAE and international markets.
About Al-Futtaim Automotive
Al-Futtaim Automotive operates across eight countries in the Middle East, Asia, and North Africa with a portfolio of more than 25 automotive brands. Its activities cover passenger vehicles, commercial vehicles, and industrial equipment, supported by logistics, leasing, aftersales, and financial services.
The business has more than 9,000 colleagues and focuses on developing its mobility operations through innovation, digital transformation, customer experience, and collaboration with international automotive brands.
Work Arrangement: On-site
Overview of the Role
The Key Account Manager will develop new markets and customer relationships for FAMCO Used Business while managing the commercial process for used vehicles and equipment. The role covers direct and export sales and requires an understanding of used assets, customer applications, pricing, margins, payment terms, stock movement, and receivables.
Success in this position depends on combining active business development with practical product knowledge and disciplined transaction management. The Key Account Manager will work with fleet operators, contractors, transport companies, traders, rental businesses, equipment operators, and export customers across different markets.
What You Will Do
- Develop new business-to-business customers across the UAE, 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 customer visits, market mapping, prospecting, and international business development activities.
- Understand customer requirements and recommend appropriate units based on application, condition, specification, age, and budget.
- Work toward monthly and annual sales, revenue, gross margin, and stock turnover targets.
- Lead commercial negotiations covering pricing, payment terms, delivery conditions, and transaction structures.
- Coordinate inspections, quotations, documentation, logistics, handover, and export transactions.
- Maintain an active sales pipeline and provide accurate forecasts and relevant market intelligence.
- Keep Customer Relationship Management records, customer information, and sales reports accurate and current.
- Monitor receivables and secure payments in accordance with approved commercial terms and credit limits.
- Explore alternative sales channels to support the movement of diverse or aged stock.
Required Skills
- Strong business-to-business sales and business development capability.
- Ability to identify prospects, establish new customer accounts, and develop new markets.
- Strong negotiation and closing skills with an understanding of profitability and gross margin.
- Knowledge of used trucks, construction equipment, material handling equipment, buses, or related capital equipment.
- Ability to match equipment specifications and condition with customer applications and requirements.
- Understanding of pricing, payment terms, gross margin, stock turnover, and receivables.
- Strong customer relationship management and communication skills.
- Commercial resilience and the ability to manage long or complex sales cycles.
- Competence with Customer Relationship Management systems and Microsoft Office.
- Ability to work effectively with customers across different countries and cultures.
- Willingness to travel for regional and international business development when required.
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 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, 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 across multiple brands and product categories.
- Knowledge of regional and international used-equipment markets and cross-border commercial documentation.
- Proven record of achieving sales and gross margin targets.
- Existing customer relationships within the UAE, Gulf Cooperation Council, Africa, or relevant export markets would be an advantage.
- Valid United Arab Emirates driving license.
About the Team
The role sits within FAMCO Used Business, part of Al-Futtaim Industrial Equipment and Commercial Vehicles. The business handles used trucks, construction equipment, material handling equipment, and buses across multiple brands and markets.
The team focuses on expanding the used-equipment business through customer development, new market opportunities, profitable transactions, and efficient stock movement across the UAE and international markets.
About Al-Futtaim Automotive
Al-Futtaim Automotive operates across eight countries in the Middle East, Asia, and North Africa with a portfolio of more than 25 automotive brands. Its activities cover passenger vehicles, commercial vehicles, and industrial equipment, supported by logistics, leasing, aftersales, and financial services.
The business has more than 9,000 colleagues and focuses on developing its mobility operations through innovation, digital transformation, customer experience, and collaboration with international automotive brands.
