DGM - IIR (B2B)
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Key skills for this role
About the Role
Nissan seeks a Deputy General Manager IIR to lead and grow the B2B broker channel in Saudi Arabia. The role involves defining broker channel strategy, managing sales performance, pricing governance, and stakeholder coordination.
Key Skills for This Role
Responsibilities
- Define and execute the B2B broker channel strategy aligned with Nissan's commercial objectives
- Identify and develop new broker partnerships to expand market reach and volume contribution
- Optimize channel mix to balance volume growth, profitability, and brand protection
- Own broker channel KPIs including volume, revenue, margin, and program effectiveness
- Monitor daily, monthly, and annual performance versus targets and implement corrective actions
- Support brokers in closing large and complex B2B deals
- Lead broker pricing strategy, discount controls, and deal approvals in line with governance
- Design, launch, and manage broker incentive and rebate programs to drive performance
- Ensure transparency and compliance with Nissan sales policies and code of conduct
- Oversee broker onboarding, contracts, performance reviews, and compliance audits
- Build long term, trust based partnerships with key brokers
- Address channel conflicts, operational issues, and escalation cases effectively
Requirements
- Bachelor's degree in Business, Marketing, or related field
- 10+ years' experience in automotive sales, with strong exposure to B2B or broker channels
- Proven experience in channel management, incentive programs, and commercial negotiations
- Strong understanding of the Saudi automotive B2B market
- Excellent communication skills in English and Arabic required
Full Job Posting
Mission & Main Objectives
- Lead and grow Nissan's B2B broker channel (IIR's), driving sustainable volume, revenue, and profitability through effective broker network management, pricing governance, incentive programs, and strong cross functional coordination, while ensuring compliance with Nissan policies and brand standards.
Broker Channel Strategy & Growth
- Define and execute the B2B broker channel strategy aligned with Nissan's commercial objectives.
- Identify and develop new broker partnerships to expand market reach and volume contribution.
- Optimize channel mix to balance volume growth, profitability, and brand protection.
Sales Performance Management
- Own broker channel KPIs includes volume, revenue, margin, and program effectiveness.
- Monitor daily, monthly, and annual performance versus targets and implement corrective actions.
- Support brokers in closing large and complex B2B deals.
Pricing, Incentives & Governance
- Lead broker pricing strategy, discount controls, and deal approvals in line with governance.
- Design, launch, and manage broker incentive and rebate programs to drive performance.
- Ensure transparency and compliance with Nissan sales policies and code of conduct.
IIR Network Management
- Oversee broker onboarding, contracts, performance reviews, and compliance audits.
- Build long term, trust based partnerships with key brokers.
- Address channel conflicts, operational issues, and escalation cases effectively.
Product & Program Execution
- Ensure broker channel readiness for new model launches (pricing, volumes, communication).
- Manage special campaigns, bulk deals, and tactical programs through brokers.
- Coordinate test drives, activations, and joint initiatives with Marketing and dealers.
Reporting & Market Intelligence
- Prepare performance dashboards, business reviews, and executive presentations.
- Track competitor broker activity, market trends, and pricing gaps.
- Provide insights and recommendations to senior management.
Stakeholder Coordination & Team Leadership
- Act as the main interface between brokers and internal stakeholders (Sales Ops, Finance, SCM, Legal, Marketing, Dealer Network).
- Align supply allocation and stock planning with broker demand forecasts.
- Lead and develop the broker sales team, setting clear objectives and performance standards.
- Promote a culture of accountability, collaboration, and continuous improvement aligned with The Nissan Way.
Main Tasks and Responsibilities
- Bachelor's degree in business, Marketing, or related field.
- 10+ years' experience in automotive sales, with strong exposure to B2B or broker channels.
- Proven experience in channel management, incentive programs, and commercial negotiations.
- Strong understanding of the Saudi automotive B2B market.
- Excellent communication skills in English and Arabic required.
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