Indirect Channel Sales Manager- by Top Business

Job Description:
To agree, monitor and achieve sales targets for both new and existing Distributors, Key accounts and be accountable for their overall performance:
Financial performance indicators: Volume, Revenue, GP and DSO
Sales Productivity performance indicators:
Distributor Direct Sales - Pipeline Strength, Cycle Time, New Customer Wins
Distributor Indirect Sales – Ensure distribution width and depth by setting distribution Coverage, Productivity and Throughput targets, monitoring and driving these measures.
Ensure that Distributors are clear and aligned to the annual business plan, and achieve this with a special focus on financial capacity and performance. Link business plans to external alignment and shared vision.
Ensure that the RTM strategy & marketing plan is converted into sales goals, business objectives and planned activities for the distributor teams.
Monitor and challenge performance delivery for each distributor with monthly performance reviews that seek to continuously implement solutions that help growth.
Ensure The Companyis providing the optimized level of service to both distributors and support functions.
Ensure that all distributor interactions are properly logged and updated in the appropriate tool (Salesforce, Annual Business Plan, Review meetings, Action plans etc).
Run the distributor capability assessment review twice a year; review and identify distributor current capability versus desired state with actions on gap closure.
Identify what drives the distributors and what The Companycan offer as distributor value proposition to ensure a competitive edge and a high mindshare to The Company.
Develop and maintain strong and meaningful relationship and partnership with all distributor owners and key stakeholders by effective communication and team-working activities.
Ensure Internal alignment between Sales, Marketing, Supply Chain and Credit, understanding of roles and accountabilities, getting adequate support from the team and developing fit for purpose implementation programs for distributors
Develop and maintain good working relationships and processes with all Support Functions to assist sales in resolving complex issues
Jointly with Marketing assess business performance, Strategy, CVPs, Price Management and Customer Offer book and take appropriate action to improve performance.
Ensure distributors are adequately resourced in finances, cash flow, staff, infrastructure and necessary tools. Identify and record gaps, provide timely feedback link with distributor capability assessments.
Ensure timely and complete onboarding of any new distributor appointed in a market.
Gather relevant sales, marketing and competitive data related to distributor market and performance, and share analysis, reviews and necessary support required for solutions.

Qualifications:
Degree level education / Master’s degree in a relevant discipline would be preferred but is not essential subject to proven business experience.
Minimum of 7+ years proven and successful sales experience managing sales growth through Distributors in the lubricants, associated automotive business, FMCG or other distribution driven industries in Egypt.
Track record of providing innovative sales solutions to business challenges through "value" based differentiation in a "sell through" environment.
Developing a strong win-win relationship with distributors that is based on functional and professional consulting and coaching
Coaching skills: capable to influence others out of the reporting line, active listener, capable to provide constructive feedback.
Demonstrate capability to take decision with uncertain data.
Capable to stand in front of confronting discussion, do not be afraid of managing conflicting calls and work to create win-win solutions.
A highly motivated and self-starting individual that is driven by results delivery in an entrepreneurial, fast-changing environment
Strong analytical skills with ability to gather data and information to analyze and propose growth strategies and tactics in professional reports.
A demonstrated ability to be a team player that can build productive working relationships at all levels within organizations both internally and externally.
Excellent negotiation skills that enable business growth through securing opportunities and providing profitable / optimal solutions distributors or internal teams.
Excellent communication skills, effective communicator via telephone and email.
Hands on, proactive and problem solving mentality, always looking for process improvements and able to work on different projects at the same time.
Desire to continually learn and develop as an individual as well as the team.
Time in market of 60 % is expected
Fluency in oral and written English is required

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