Distributor Sales leader is responsible for driving a team of Distribution Managers who would be responsible for a specific region/territory – driving partnership and business growth with multiple Ingersoll Rand CTS distributors. 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 CTS channel strategy with the support of Channel Development team and marketing team.
Apart from the below primary responsibilities associated with his/her team his/her role would be responsible to coach and develop distribution managers in developing their competencies & building the pool for future leader’s. This will be an important role in the region to work on strategic & key initiatives and assignments – able to envisage challenges and work on the solutions upfront with the functional teams and leadership in driving the initiative to execute and achieve goals.
Need to demonstrate long term and strategic vision while deploying lean tools (like A3, 9 step, standard work) while working together with different functions spread across the geographies and different cultures. Apart from the industrial and market knowledge & connectivity, it is very important for this person to demonstrate a strong structured approach, interpersonal communication, relationship building and leadership skills.
Success will be measured in Sales of (Completes & Services) – revenues; bookings and profitability; linkage, connectivity rates as well as pro-active customer / distributor facing and customer satisfaction activity Development of the team – ownership, accountability, personal drive, structure. Also ensure improvement in customer satisfaction as per the regional and SBU targets and engagement for the team.
**ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following.**
**Manage distributor business performance to achieve annual sales targets**
+ Deploy standard work with distributor managers & distributors like Distributor Management Process (DMP
+ Monitor revenue, bookings, backlog, units for completes and parts vs regional & distributor sales target (DVP target)
+ 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
**Develop distributor capability for sustainable long term growth**
+ Define distributor strategy aligned with IR priorities (market potential, verticals, org structure, etc.)
+ Define and support in business development activities (trade shows, databases, mailing campaigns, etc.)
+ Deploy and drive the DVP program 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
**Develop a strong distribution management team**
+ Develop the necessary competencies with the team so that they are capable of managing their responsibilities satisfactorily.
+ Identify the gaps and support areas – reach out to functional teams to address them affectively.
+ Closely coordinate with Leadership and HR in identifying the strong and weak links in the team to address it appropriately.
+ Ensure employee engagement is maintained at highest standard.
**Execute CTS channel strategy in their respective countries / region a with the support of Channel Development team**
+ Monitor local market trends and competitive channel activity
+ 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
+ Propose acquisition targets in conjunction with the CTS channel strategy
**Enable 2-Way Communication between Ingersoll Rand and its Distributors**
+ 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, techsupport 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 region & connectively 100% to the entire installed base and to increase services revenue from existing customers (share of wallet).
+ Grow pipeline in value and volume in line with set targets and by timely recording sales activity in CRM systems.
+ Develop and manage sales quotes, including management of special price request (if required).
+ 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 strategies.
**Increase Customer Loyalty & Satisfaction**
+ 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 customer satisfaction issues (sales related CSI issues) in close collaboration with internal stakeholders as well as pro-actively driving related initiatives.
**Keep current with all Products, market and customer knowledge**
+ Takes ownership to maintain the required product and technical knowledge by taking initiative to leverage day-to-day learning opportunities, connecting with subject matters experts, attending educational trainings and/or workshops and reviewing professional publications.
+ Ensure sound market-knowledge; customer strategies; trends; challenges and current events related to customer base.
**Manage Cash/Past due Receivables:**
+ Ensure all orders are obtained are error-free; contract language is aligned with and in compliance with business unit guidance as it relates to Terms and Conditions.
+ Ensure resolution of all customer disputes. Manage all costs associated with selling efforts, including adherence to company policies on travel and customer engagement expenditures.
**Enhance Work environment by championing Safety**
+ Ensure adherence to vehicle safety; customer site safety, as well as all company and customer locations.
+ Participate in safety concerns and near-miss reporting.
Scope risk assessment when quoting service orders to prevent safety
**Primary Location:** Dubai-United Arab Emirates
**Shift:** Day Job
**Posting:** Dec 5, 2018, 10:54:10 AM
Ingersoll Rand is a diverse and inclusive environment. We are an equal opportunity employer and are dedicated to hiring qualified protected veterans and individuals with disabilities.