Regional Sales Manager Middle East- Vontier, Dubai
Key Responsibilities:
Build, maintain and strengthen high commitment relationships with GVR distributors and clients by understanding their market conditions and business objectives.
Develop and sustain high commitment relations with key accounts (at various organizational levels) in the market and develop dedicated strategic key account plans and distributors’ plans to ensure maximized market share of GVR.
Create a collaborative working relationship with each GVR associate to find effective ways to invest in the GVR product line, to win/maximize market share, and ultimately to grow GVR product sales in the region.
Sustain standard work for managing our channel partners (distributors) by conducting annual and regular strategic market assessments, setting objectives, creating action plans, and regularly reviewing performance to ensure growth targets are met.
Conduct frequent action plan and sales metric reviews with GVR channel partners to enable effective measurement of success and to ensure the team is focused on GVR sales growth and customer service excellence.
Motivate distributors with effective management of incentive schemes and programs (bonus schemes, marketing support, free training, etc.)
Continuously assess channel strategies and partner selection for each market (developing current partners further and recruiting new ones as necessary).
Ensure diligent and timely negotiation for renewing contract/compliance agreements with existing partners, and the same for adding new GVR partners.
Drive and maintain full compliance with Fortive policies and international laws relevant to channel management, in particular export control and anti-corruption regulations, across Gilbarco Veeder-Root MENA
Support distribution marketing and training events for the assigned region. (MENA distributor conference, country trade shows, and other relevant events)
Collaborate with GVR’s marketing and product managers to develop marketing initiatives for distributor needs, in particular the distributor extranet, sales and technical training events, marketing materials, payment terms, and a regular Distributor Newsletter.
Relationships
Reports to Regional Sales Manager Middle East
Cooperates with and supports the Automation Director and WSM (Wet Stock Management) Director
Interacts with the principals of all major GVR channel partners and their customers
Measures of Performance
Sales targets achieved through direct selling and distributors, without major involvement from GVR personnel
Profit margin levels
New accounts/segments penetration
Other funnel management KPI’s including (healthy funnel size, added funnel opportunities, time on territory, Updated CRM/SF data and relevant action plans)
Background and Skill
Master of Business Administration (preferred) or comparable degree
At least seven years in middle sales management and strategy, with experience in the Middle East/GCC region
Preferably 2-3 years of experience managing indirect sales channels/distributors
Proven track record of sales growth achievements and penetration
Clear concept of the culture necessary to build a highly developed indirect sales organization, with the motivation and ability to build and drive partners to increase sales
Fluent in English and Arabic, to the degree that complex negotiations can be mastered
Extremely well-organized and -structured
Well-spoken, at ease in social situations, well-mannered, professional appearance
High level of self-starting skills
Personal Trait Profile
Strategic thinker, able to form a vision/path and drive the organization towards it
Leader, but also able to work in teams and get group buy-in
Well-structured and organized, focuses on the critical few.(will be managing a number of partners in addition to direct relations with key accounts across a number of countries and will be travelling extensively within the region)
Strong business growth aspirations: strong growth/achievement orientation
Energetic, bright, and articulate with good communication and presentation skills
Commercially astute with an ability to spot an opportunity
Apply Here:
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