Distributor Manager is responsible for driving partnership and business growth with distributors in the
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
understanding of the distributor contracts, P&Ls and financial & organization structures.
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
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 / 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
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
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.
Establish actionable services sales account plans to expand sales in the region & connectively to the
entire installed base and to increase services revenue from existing customers.
Grow pipeline in value and volume in line with set targets and by timely recording sales activity in CRM
systems like Sales force.
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
customer satisfaction issues (sales related NPS issues) in close collaboration with internal stakeholders
as well as pro-actively driving related initiatives.
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
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 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 entertainment expenditures.
Ensure adherence to vehicle safety; customer site safety, as well as all company and customer
Participate in safety concerns and near-miss reporting.
Scope risk assessment when quoting service orders to prevent safety issues for service technicians.
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