Distribution Sales Manager

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Distributor Manager is responsible for driving partnership and business growth with distributors in their designated geography. Job scope includes managing distributor performance to achieve annual sales targets, developing trust and strong partnership with distributor to ensure sustainable long term growth, executing the channel strategy with the support of Country Leader & Channel Development team.

Success will be measured in Sales (Completes & Aftermarket) - revenues; bookings and profitability; developing a strong, structured and disciplined approach in managing a distributor; build together a solid growth plan in the country of responsibility; ensure improvement in customer satisfaction as per the regional and SBU targets + positively contribute to employee engagement based on the SBU targets.

• Deploy standard work, Distributor Management Process (DMP) for distributors.
• Monitor revenue, bookings, backlog, unit volumes for completes and parts vs regional & distributor sales target (i.e. DVP target or business plan targets)
• Develop overall financial and legal acumen related to distribution business which includes understanding of the distributor contracts, P&L’s and financial & organization structures.
• Deploy containment and risk mitigation actions to enable each distributor to achieve targets
• Evaluate distributor sales pipeline sufficiency and deploy demand generation actions as needed
• Align distributor inventory levels for parts and completes to their sales target
• Monitor and update distributor installed base data
• Assess parts consumption in accordance with the installed base
• Coordinate special/complex opportunities and special price requests with regional leadership and Marketing team in line with the levels of authority.
• Address any service, logistic, warranty, or credit issues with corresponding teams

• Define distributor strategy aligned with IR priorities (market potential, verticals, org structure, etc.) in collaboration with leadership/owner’s at distributor’s level.
• Define and support in business development activities (trade shows, databases, mailing campaigns)
• Deploy and drive the DVP / marketing programs for qualifying distributors (plan submittal, completion of activities, claims, etc.)
• Ensure distributor compliance with IR brand guidelines
• Coach distributor salesforce on selling skills, process, and tools, including joint customer visits and negotiations
• Identify commercial and technical training needs, coordinate training with the Marketing team

• Monitor local market trends and competitive channel activity.
• Develop Country plan for “Go-To-Market” strategy which would include play by each channel partner.
• Adhere to “Effective Multi-Channel & Multi-Brand Distributor Manager Guidelines”
• Provide input on IR distributor capabilities and coverage
• Establish and maintain relationship with potential distributors to address the futuristic growth opportunities / challenges.
• Drive the distributor termination, appointment and onboarding processes following the standard work

• Develop full awareness of IR products, offerings and processes
• Communicate updates on new and existing products, aftermarket offerings, marketing programs, promotions, pricing, organizational changes and other important news to distributors
• Facilitate training on IR systems and processes (sales library, warranty, etc.)
• Identify and communicate internally the voice of customer and market developments
• Identify and participate to events to promote IR (conferences, seminars, trade shows)
• Coordinate distributor administrative processes such as compliance vetting and updating the distributor contact database Best-in-Class Sales & Pipeline Management
• Establish actionable services sales account plans to expand sales in the…