Director, Regional Solutions

Summary of the role: The Regional Solutions Director is responsible for leading and governing the region’s commercial strategy to optimise sales performance across vehicles, services, and used vehicles while ensuring strong customer value and profitability. The role drives excellence in truck and services sales through a customer-centric and high-performance approach, while safeguarding Scania’s premium brand position in line with Scania’s core values of pride, trust, and progress.The position leads the development and execution of the Region’s Commercial Plan, aligning regional priorities with Segment Business Plans and the broader Scania Commercial Strategy. By integrating regional and segment perspectives, the role ensures a unified commercial direction across the region and coordinates collaboration between Solutions Product Managers, Presales, and Sales teams to deliver targeted growth initiatives, continuous commercial improvement, and sustainable business performance.The role also represents the Region in strategic planning and stretch target setting, ensuring Scania achieves sustainable,profitable growth while continuously strengthening long-term customer value across the region.Professional Competencies: 1. Strategic LeadershipFormulate, own and execute the Region’s Commercial Plan (vehicles and services) aligned with Segment Business Plans and that is according to Scania’s Commercial Strategy, balancing regional and global perspectivesEnsure there is one Commercial Plan, agreed across Solutions Management, and decided by the Commercial Management TeamEnsure the Region’s voice and perspective is included in solutions planning and global strategy workRepresent the Region in the stretch target work with Solutions Management and in strategic dialogues with the Commercial Office2. Team Leadership & CollaborationChampion a high-performance, customer-centric culture across Regional, Business Unit and Solutions Management interfaces and teamsLead business unit and solutions management teams to reach the objectives of prioritised growth activitiesIn addition to being a full member of the Regional Management team, the role is also part of the Solutions Management team (via a dotted line to the L2 Head of Solutions Management) with the purpose of securing alignment on strategic direction, prioritisation and a quick decision process3. Financial PerformanceEnsure Business Unit activities are designed to drive measurable revenues and profitability growth in line with the agreed Market Plan Business Plan (MPBP) strategies, ensuring financial and sustainability targets are met Monitor and act on short & mid-term business performanceConduct structured monthly follow-up and quarterly reviews of activities and effects, ensuring progress towards commercial targets4. Sales & MarketingLead the market deployment of Scania’s solutions portfolio optimising sustainable, long-term sales growthDeployment of Scania’s structured sales processes Ensure the proper prioritisation of sales activities, including discontinuing activities that fail to deliver targeted resultsStrong collaboration skills and demonstratable ability to coordinate international teams and manage complex stakeholder environments5. Systemize improvement work according to the Scania way (SRS)Act as an ambassador and the spokesman of Scania Production System on the various commercial organisation markets, as well as ambassador of the commercial needs to relevant central functions.Set agenda for standardized work methods and improvement activities and manage resources within the same department and cross-functional improvement activitiesFollow up on Improvement activities and goals in connection to the business objectivesEnsure transfer of best practice between teams within the same department and between departmentsDrive integration of the SRS concept into daily operationsThe Scania Way Coordinator is not responsible for continuous improvement or implementation of the improvementsApply systematic management (setting measurable targets, secure resources, set standards, follow-up, implement learning loop)Set a lean strategy (linked to business needs) for whole the operationUnderstand and act according to the Scania way frame work (Scania House and thinking model) which include maintaining the normal situation, detect deviations and act immediately to eliminate them Contribute in daily follow-up, daily steering,participation and contributing in improvement activities based on a standardized working method6. Portfolio value proposition and planningMake sure Solution (products and services) Portfolio strategy and specification of the market program is clear and knownSafeguard that market program is maintained in applicable systemEnsure the sales team has necessary information and support for usage through sales tools, product training, argumentation etc.Provide the Marketing Communication organisation with relevant information and supportEnsure proper products and service introductions through- Aligning the team and resources- Product range and service portfolio- Training- Argumentation- NewsDecide product pricing strategy and position including profit requirements and product and services subsidising on top of setting any product or  pricing structure logicEnsure there is a defined product and services requests process that is up to dateContinually collaborate with the sales team to better and more quickly understand customer request currently not in the local portfolioManage actual product and services requests- Long term s-order- Request to a a-order- Local s-order marketing- Structure the requests and report to management and Corporate ScaniaInvestigate and explore future portfolio demands and needs especially for future business areas whilst ensuring business intelligence and insights for future demandsGeneral Competencies:Sales and negotiation - Proven track record in Scania Sales Management or Business Development in Truck, Busses or Service areasBusiness perspective - Using an understanding of business issues, processes & outcomes to enhance business performance and add new businesses. Ability to understand and apply knowledge about the market within the transportation eco-system. Keeps up to-date with new development whilst understanding business risks and opportunitiesMarket understanding - Is able to understand andapply knowledge about the market within area of responsibility. Ability to keep up to date with new development in the area and understand business risks and opportunities.Customer understanding - Demonstrates understanding of customers, their commercial offerings,industry, business, motivational drivers and needs. Understands how Scania can contribute to the optimization of customers profitability and lead the change whilst influencing the engagement for a specific course, action or directionProducts and services - Maintains an up to date understanding of products and services necessary to perform duties and tasks.Understands Scania products and services value proposition connected to processes and business.Managing people - Managing others to ensure their work contributes to the decisions aligned to business objectives. Developing individuals, building teams, resolving conflicts and applying workplace policies. Working collaboratively with other teams to achieve common organisational goalsSystem and technologies - Strong understanding of sustainable transport technologies, policies and market driversCommunication - Demonstrates exceptional communication, negotiation and stakeholder management skills whilst making public presentations to audiences big & smallPeople Competencies: Strategic thinker and leading change: The ability to translate business goals & vision into actionable plans whilst building intellectual frameworks to guide analysis and action. Being open to new ideas and methods whilst championing transformational change within the organisationRevenue growth: Increase revenue growth based on company’s direction and enhance market penetration in sustainable transport solutionsAdaptability, creativity and innovation: Adapting in order to work effectively in ambiguous or changing situations, and with diverse individuals and groups. Generating viable, new approaches and solutions.Client satisfaction: Ability to attract new customers and retain existing ones. Maintain fair, ethical & respectful behaviours within and/or outside the organizationImpact and accountability: Measurable environmental impact of implemented solutions. Creating an infrastructure and a transparent culture that supports and measures personal and organizational responsibility and accountability