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 Leadership

• Formulate, 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 perspectives
• Ensure there is one Commercial Plan, agreed across Solutions Management, and decided by the Commercial Management Team
• Ensure the Region’s voice and perspective is included in solutions planning and global strategy work
• Represent the Region in the stretch target work with Solutions Management and in strategic dialogues with the Commercial Office

2. Team Leadership & Collaboration

• Champion a high-performance, customer-centric culture across Regional, Business Unit and Solutions Management interfaces and teams
• Lead business unit and solutions management teams to reach the objectives of prioritised growth activities
• In 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 process

3. Financial Performance

• Ensure 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 performance
• Conduct structured monthly follow-up and quarterly reviews of activities and effects, ensuring progress towards commercial targets

4. Sales & Marketing

• Lead the market deployment of Scania’s solutions portfolio optimising sustainable, long-term sales growth
• Deployment of Scania’s structured sales processes
• Ensure the proper prioritisation of sales activities, including discontinuing activities that fail to deliver targeted results
• Strong collaboration skills and demonstratable ability to coordinate international teams and manage complex stakeholder environments

5. 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 activities
• Follow up on Improvement activities and goals in connection to the business objectives
• Ensure transfer of best practice between teams within the same department and between departments
• Drive integration of the SRS concept into daily operations
• The Scania Way Coordinator is not responsible for continuous improvement or implementation of the improvements
• Apply 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 operation
• Understand 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 method

6. Portfolio value proposition and planning

• Make sure Solution (products and services) Portfolio strategy and specification of the market program is clear and known
• Safeguard that market program is maintained in applicable system
• Ensure 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 support
• Ensure proper products and service introductions through

- Aligning the team and resources

- Product range and service portfolio

- Training

- Argumentation

- News

• Decide product pricing strategy and position including profit requirements and product and services subsidising on top of setting any product or  pricing structure logic
• Ensure there is a defined product and services requests process that is up to date
• Continually collaborate with the sales team to better and more quickly understand customer request currently not in the local portfolio
• Manage 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 Scania

• Investigate and explore future portfolio demands and needs especially for future business areas whilst ensuring business intelligence and insights for future demands

General Competencies:

• Sales and negotiation - Proven track record in Scania Sales Management or Business Development in Truck, Busses or Service areas
• Business 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 opportunities
• Market 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 direction
• Products 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 goals
• System and technologies - Strong understanding of sustainable transport technologies, policies and market drivers
• Communication - Demonstrates exceptional communication, negotiation and stakeholder management skills whilst making public presentations to audiences big & small

People 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 organisation
• Revenue growth: Increase revenue growth based on company’s direction and enhance market penetration in sustainable transport solutions
• Adaptability, 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 organization
• Impact 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