Distribution Sales Manager

• Deploy standard work, Distributor Management Process (DMP) for distributors.

• Monitor revenue, bookings, backlog, unit volumes for completes 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&L's and financial & organization structures.

• 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

• Define distributor strategy aligned with IR priorities (market potential, verticals, org structure, etc.) in collaboration with leadership / owner's at distributor's 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 negotiations

• 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 Best-in-Class Sales & Pipeline Management

• 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 SET or SFA. • 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 strategies.

• 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.

• 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

• 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 locations.

• Participate in safety concerns and near-miss reporting.

• Scope risk assessment when quoting service orders to prevent safety issues for service technicians.

Ingersoll Rand