Job Purpose
The Capital Equipment Distribution Manager is responsible for developing, managing, and supporting the network of distribution partners for the company’s crushing & screening product range. This role is focused on developing the company’s presence in small mining & aggregate markets across Europe, Middle East, Asia, South Africa and other regions as identified for growth. This role ensures that distributors are fully capable, motivated, and aligned to achieve sales, service, and market growth targets across their assigned territories.
Key Responsibilities
1. Distributor Development & Management
* Identify, recruit, and onboard new distributors to expand market coverage.
* Evaluate and manage distributor performance through regular reviews and business planning (sales targets, inventory levels, service capability, customer satisfaction).
* Establish joint business plans with key distributors to drive growth and profitability.
* Provide ongoing commercial and operational support to improve partner performance.
2. Sales & Market Growth
* Develop and execute distribution sales strategies to achieve regional sales objectives.
* Support distributors in key account development, tendering, and project opportunities.
* Monitor market trends, competitor activity, and pricing to optimize market positioning.
* Collaborate with marketing to drive product awareness, lead generation, and promotional activities.
3. Inventory & Supply Chain Coordination
* Work with supply chain teams to forecast demand, plan stock levels, and optimize equipment availability.
* Ensure distributors maintain appropriate stock, demo, and spare parts levels to meet customer needs.
4. Training & Capability Building
* Conduct product and sales training for distributor sales and service teams.
* Ensure distributors meet technical, aftersales, and safety compliance standards.
5. Reporting & Analysis
* Provide regular reports on distributor performance, market coverage, and sales forecasts.
* Track profitability, channel margins, and ROI on distribution initiatives.
Key Skills & Competencies
* Strong commercial and relationship management skills.
* Understanding of capital equipment sales cycles and project-based selling.
* Experience with distribution/channel management models.
* Analytical ability to interpret sales and market data.
* Excellent communication, negotiation, and presentation skills.
* Strategic thinker with hands-on execution.
Qualifications & Experience
* 5–10 years’ experience in crushing & screening equipment sales or distribution management (jaw crushers, cone crushers, industrial screens).
* Preferred experience in static crushing & screening equipment.
* Proven track record of building and managing successful distributor networks.
Performance Metrics
* Distributor sales growth & market share.
* Channel profitability & inventory turnover.
* Distributor satisfaction and retention.
* Market coverage and brand presence.
* Accuracy of forecasts and business plans.