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Job Requisition ID: [[153798]]
Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions automotive, financial services, real estate, retail and healthcare employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the world’s most admired and innovative brands. Al-Futtaim Group’s entrepreneurship and relentless customer focus enables the organization to continue to grow and expand responding to the changing needs of our customers within the societies in which we operate.
By upholding our values of respect, excellence, collaboration and integrity Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day
Overview of the role:
Trade-cycle management (TCM) and Customer Loyalty is an integral part of Al Futtaim Finance’s (AFF) transformation to an automotive captive finance company. The Senior Manager – TCM & Customer Loyalty for understanding the customer journey and actively managing the customer’s trade cycle, analysing the consumer patterns, determining opportunities to increase customer retention, and co-designing and implementing the initial concept. The Senior Manager – TCM & Customer Loyalty is also responsible to understand AFF’s position in the market and actively manage the bank partnerships to ensure we are maximising all potential captive financing opportunities whilst governing the SLA’s agreed in the partnership, reviewing and consulting the business to increase overall performance of all products and services offered in the partnership.
The Senior Manager – TCM & Customer Loyalty will need to consult with the sales & market, operations, finance and the wider Al Futtaim Group/Brands to ensure the captive products are market leading and supporting the overall objective to sell more vehicles and retain more customers.
The Senior Manager – TCM & Customer Loyalty is a key player when it comes to providing training alongside other TCM experts embedded in the business. AFF will create a coaching culture driven by the Senior Manager – TCM & Customer Loyalty Manager’s guidance to the Account Relationship Managers, F&I Managers, B2B KAMs and the automotive frontline sales teams.
The growing captive finance business demands a pro-active portfolio management tool to identify equity, parity position, and to create retention leads. The Senior Manager – TCM & Customer Loyalty will lead these initiatives from
a lead management and system perspective.
The Senior Manager – TCM & Customer Loyalty will lead the establishment of a business development center in close co-operation with other Al Futtaim Brands and customer service functions to ensure that all leads are managed irrespectively of their maturity.
What you will do:
. Design initial TCM approach with L&D and external trade cycle management training company
. Lead TCM subproject within Captive Finance project
. Ensure all Toyota, Honda, CJD, Volvo, Automall, Used Vehicles and AFF sales staff participate in accreditation process
. Develop reporting tools and templates to track TCM and repurchase rates accurately across AFF portfolio
. Develop and implement a customer loyalty strategy across the AFF business
. Implement system(s), processes, and collateral to delivery increased customer centricity
. Work closely with OEM Brand partners to deliver an aligned customer approach
. Co-create supporting tools and collateral for sales process and in-dealership communication
. Create Loyalty programs and bespoke loyalty offers
. Utilise portfolio data to drive repurchase strategies
. Establish portfolio analysis tools
. Create equity and parity leads
. Establish early renewal process
. Develop the customer experience strategy from an AFF perspective and champion the processes and teams to support that customer journey
. Accountable for defining and driving change for in-life customer value by delivering solutions that meet customer needs and objectives
. Manage systems, processes, and policies to ensure separation of the brand identities when interacting with customers
. Create AFF BDC concept to capture all outbound in-life and inbound customer enquiries across the business
. Develop and implement systems, processes, and scripting for BDC consultants
. Establish effective lead management concepts
. Utilize Al Futtaim customer journey framework to create additional value for the customer and Al Futtaim
. Optimise customer self-service tools to deliver workforce planning objectives
. Ensuring the AFF and the wider business is aware of updates, changes
. Supporting the Sales and operations teams to integrate the partnership processes within AFF processes
. Regular communication within AFF on all partnership elements
. Lead the internal TCM training group together with Learning & Development
. Provide training and on-site coaching
. Document and benchmark best practices within Al-Futtaim, UAE and international markets
Required Skills to be successful:
. TCM, retention and EoT auto-captive knowledge
. Full working knowledge of auto finance process
. Full working knowledge of captive financing processes and products
. Outstanding interpersonal, facilitation, and presentation skills.
. Strong quantitative and analytical skills
. Creative and can work under pressure
. Knowledge about current market and customer trends
. Understanding of the automotive sales process and finance offerings in mature markets
What equips you for the role:
. Minimum of 5 years experience in dealership and automotive finance operations or other relevant experience
About Al-Futtaim Automotive
A major division of the UAE-based Al-Futtaim Group of companies, Al-Futtaim Automotive is an industry leader with presence in 10 countries across the Middle East, Asia and Africa.
Our core business activities at Al-Futtaim Automotive include distribution, manufacturing, leasing and aftersales, and we are firmly established as the regional representative of some of the world’s most iconic automotive brands: Toyota, Lexus, Honda, Jeep, Chrysler, Dodge, Volvo and RAM.
We are driven by a customer-centric approach, constantly pushing the boundaries on innovation, quality standards, and value-added service across our vast universe of customers – right from motoring enthusiasts to fleet operators to contractors. Our mission is to become the leader in custom-made mobility solutions by delivering nothing less than world-class omni-channel experiences.
We channel our local expertise and global trust to deliver one of the most comprehensive portfolios of mobility products and solutions, from passenger cars to SUVs, electric vehicles to high-performance motorbikes, commercial vehicles to industrial & construction equipment.
What keeps the company moving forward is a 9000-member strong team, with inspiring possibilities for growth, throughout the career path. This is Al-Futtaim Automotive and we empower talent to move forward.
