Main Purpose of the role
This person will execute our channel strategy in assigned territories in the South West Europe region, through effective channel management. Accountable for delivering an annual orders plan in the territory through distributors, agents, other indirect channels to market. As well as manages direct customer relations, Key Accounts and OEM’s in the territory.
Manage and recommend channel enablement and partner programs to ensure growth in line with end market expectations. At defined intervals, report and review channel partner performance and internally highlight dependencies with relevant stakeholders. As an output, drive corrective actions for ‘off track’ and reward over-performance. Where applicable, identifies potential new and develops existing partners aligned with EMEA growth objectives.
Collaborates with local sales teams as required to ensure alignment with direct sales tactical activities and minimize channel conflicts. Further, engage with Product Sales and Product Management to facilitate brand specific activities associated with market insight, product launches, campaigns, training, and competitor analysis.
The role will require effective commercial competencies, a blend of effective channel management skills and motivation to drive significant growth through partners.
Primary Responsibilities
1. Manage and develop our channel partners in the designated territory
2. Support the overall ISHIDA goals and growth strategies
3. Execute channel partner plans in the territory
4. Drive performance through designated channel enablement and partner programs
5. Manage key relations in channel partners and interface with internal functions to drive highest levels of satisfaction and performance
6. Manage key relations with Key Accounts in the territory as well as potential OEM’s (EMEA OEM strategy)
7. In collaboration, ensure effective territory coverage and penetration for Ishida products and aftersales with activity-based management of call rates, conversion rates, pipeline development across all product groups Support and lead channel initiatives as defined
8. Proactively identify opportunities for channel process improvements
9. Prepare regular (monthly/quarterly) and detailed reports to regional leadership.
10. Order forecasting
11. Market insight
12. Performance
13. Corrective actions
14. Dependencies
15. Ensure compliance with key processes and governance
What skills are we looking for?
The ideal candidate will be able to engage diplomatically with strong verbal and written communication, you will have strong presentation skills with a variety of audiences across all levels, must have the ability to assemble and present effective sales presentation and you must be willing to be able to travel 50%.
To be successful in this role you will have proven experience managing partners and channel sales experience in a business-to-business sales environment based on a value proposition, sales experience in the food capital equipment supply industry.
In order to be shortlisted you must demonstrate that you meet as many of the essential criteria and capabilities as stated above.