Distribution Sales Manager - Egypt - Ingersoll Rand
صاحب العمل نشط
حالة تأهب وظيفة
سيتم تحديثك بأحدث تنبيهات الوظائف عبر البريد الإلكتروني
شارك هذه الوظيفة
حالة تأهب وظيفة
سيتم تحديثك بأحدث تنبيهات الوظائف عبر البريد الإلكتروني
الوصف الوظيفي
Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or any other characteristic protected by applicable laws regulations and ordinances.
Distributor Manager is responsible for driving partnership and business growth with distributors in the
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 Distribution Sales Leader & Channel Development team.
Success will be measured in Sales (Whole Goods & 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.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following:
- Deploy standard work Distributor Management Process (DMP) for distributors.
- Monitor revenue bookings backlog unit volumes for whole goods 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
- Evaluate distributor sales pipeline sufficiency and deploy demand generation actions as needed
- Align distributor inventory levels for parts and whole goods 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
- 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 / owners at distributors 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
- Ensure distributor compliance with IR brand guidelines
- Coach distributor salesforce on selling skills process and tools including joint customer visits and
- Identify commercial and technical training needs coordinate training with the Marketing team.
Monitor local market trends and competitive channel activity.
- Develop Country plan for GoToMarket strategy which would include play by each channel partner.
- Adhere to Effective MultiChannel & MultiBrand Distributor Manager Guidelines
- Provide input on IR distributor capabilities and coverage
- Establish and maintain relationship with potential distributors to address the futuristic growth
- 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
- 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.
- Establish actionable services sales account plans to expand sales in the region & connectively to the
- Grow pipeline in value and volume in line with set targets and by timely recording sales activity in CRM
- Develop and manage sales quotes including management of special price request (if required).
- Visit / Call on existing drifted and new customers (incl. cold calls) as well as work with Service fulfillment team provided leads to identify and develop Services opportunities.
- Provide feedback on market conditions and manage installed base all to leverage and drive sales
Develop lasting service relationships with existing and new customers both IR and competitive
accounts while working closely with distributors.
- Ensure required customer proximity by visit existing drifted and new customers on a regular basis.
- Establish yourself as trusted advisor by demonstrating cost reduction and operations improvements.
- Increase customer satisfaction scores by demonstrating commitment and engagement to resolve
as well as proactively driving related initiatives.
- Takes ownership to maintain the required product and technical knowledge by taking initiative to
educational trainings and/or workshops and reviewing professional publications
Extend support to Credit & collection team on the receivables. In case of past dues or disputes take
appropriate lead with the support of the other functions to get proper resolution.
- Ensure all orders are obtained are errorfree; contract language is aligned with and in compliance with
- Ensure resolution of all customer disputes. Manage all costs associated with selling efforts including
- Ensure adherence to vehicle safety; customer site safety as well as all company and customer
- Participate in safety concerns and nearmiss reporting.
- Scope risk assessment when quoting service orders to prevent safety issues for service technicians.
Ingersoll Rand Inc. (NYSE:IR) driven by an entrepreneurial spirit and ownership mindset is dedicated to helping make life better for our employees customers and communities. Customers lean on us for our technologydriven excellence in missioncritical flow creation and industrial solutions across 40 respected brands where our products and services excel in the most complex and harsh conditions. Our employees develop customers for life through their daily commitment to expertise productivity and efficiency.
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