Our client, an OEM for its products, providing integrated bearing solutions to improve asset reliability, currently has an opportunity for an individual with high levels of concentration who can handle an ever-changing workload with the ability to go from one topic to another. They will be self-motivated and able to make decisions within delegated responsibility, be responsible for growing the distributor business profitably by expanding the geographical and industry presence, increase company brand awareness, develop excellence and value-added capabilities within the company authorised distribution network.
The successful incumbent will hold a degree together with 8-10 years working experience in business management including employment with an international company.
To generate profitable business.
Formulate, benchmark and share independent development strategies for each Distributor.
Fully complete and maintain the company Distributor Development Program with all industrial distributors to ensure that:
- distributors are adequately resourced to properly represent the company in the designated territories;
- distributor resources are adequately trained and up to date in terms of relevant products, technologies and capabilities;
- distributors are aligned with the company in terms of sales methodologies and strategies;
- distributors understand their markets and are properly focused to achieve the levels of growth that are expected from the company.
Manage and coordinate resources to ensure that identified development areas are addressed in a timely manner.
Drive and assist with the use of Distributor Value Program (DVP).
Ensure that Distributor agreements (together with all relevant annexures) are up to date and regularly reviewed in line with ISO and business requirements.
Facilitate appropriate communication between distributor partners, end-user customers and the company.
Support the Certified distribution programs such as Certified Maintenance Partner (CMP) and Certified Rebuilder – Electric Motors (CRE) programs.
Facilitate contract negotiations at key customers.
Timely submission of all appropriate reports.
Facilitate gathering and sharing of required information from the distributor network including sales reports, opportunity management and activity levels making use of appropriate systems (e.g. CRM).
Assist with and drive use of the company information systems including Web Customer Link.
Provide sales support to distributors and end-users as required in cooperation with regional sales.
In conjunction with Marketing, plan and execute distributor conferences.
Participate in initiatives with and contribute to the sales management team of the company.
Interact, report and align with the global and regional group distributor function.
Continually strive to identify and seek to capitalise on profitable business opportunities.
Contribute to market intelligence by maintaining a broad and up to date knowledge on competitor activities, market drivers and external influences on the distributors and the business.
Support the development of profitable business
Develop a clear strategy to address the current geographies in the region where the company does not have adequate distributor representation.
Facilitate the establishment of at least three new distributor outlets either with existing distributor partners or through the appointment of new independent distributors.
Initiate and complete the company Distributor Development Program in at least 70% of distributor outlets.
Drive ongoing follow up of completed programs to ensure timely completion of mutual obligations.
Build sound business relationships with key individuals in distributor network to ensure alignment with and commitment to achieving company goals and objectives.
Execution of Value Partner Programme with monthly reporting to distribution network.
Be the” speaking partner” and” consultant” of the distributor network.
Act as a role model and ambassador for the company, acquiring and demonstrating strong business knowledge
Demonstrate the company behaviours (outside-in thinking, purposeful action taking, empowerment, accountability and volition, and encourage the behaviours in others.
Drive change, innovation and challenge the status quo.
Demonstrate the company values of high ethics, empowerment, team work and openness.
Manage direct report(s) with regard to development, process adherence, incentives, performance management and coaching.
Drive a high-performance culture, continuously provide feedback, challenge direct reports and encourage company behaviours.
Continuously develop direct reports.
Significant responsibility for the maintenance of stakeholder relationships.
Responsible for the equipment used within the work environment.
Required at all times to communicate and escalate where appropriate business critical information gleaned from customers and the distribution network.
Analysis of data in order to make day-to-day job-related decision and to prioritise work in line with operational requirements.
Required to direct the decision-making process of cross-functional colleagues and distributors.
Required to make quick decisions and anticipate needs and have the ability to react to operational situations in a timely and appropriate manner.
Excellent presentation skills are essential as the job holder will be required to attend and represent the organisation in the distribution network and at customers.
Excellent communication skills are required as the person will be expected to negotiate and influence at all levels within customer and distributor organisations and the wider internal organisation.
Required to attend meetings and present analytical information and recommendations to management in order to influence future processes and procedures that improve performance and/or profitability.
Strong emphasis on the job holder to collate and articulate effective feedback from the stakeholder group to identify trends, weaknesses and business opportunities that may exist in Southern Africa.
Communications extend further than routine exchanges of data and statistical information. Must understand and then deliver the key message effectively and competently to influence others.
Country: South Africa
Location: East Rand
Job Qualification & Experience:
8-10 Years working experience in business management including employment with an international company.
Minimum 3 years in a generalist management role, with proven leadership experience.
Experience in sales management/business development.
Performance management and strategic planning.
Excellent planning, organisational and administrative skills.
Confidentiality, tact and discretion in dealing with people.
Excellent oral and written communication skills – English.
Flexibility and ability to manage reporting lines in the structure of an international group (matrix).
Ability to present findings and recommendations to management via reports and presentations.
Ability and willingness to travel (local and international).
Up to date industry/product knowledge.
Ability to analyse and interpret relatively complex data in a logical manner.
Relevant tertiary degree.
Relevant post graduate management qualification.
For over a century, our client has been developing an unparalleled experience in serving local customers with solutions for African conditions. The company services its customers through a significant investment in central stock holding as well as stock strategically located at any one of their 40 distributors throughout the region.
Their unique supply chain system connects local distributors directly to the Company’s European Distribution Centre and to their factories abroad, through the global supply chain system.
The brand is synonymous with quality (ISO 9001:2008 certified) and committed to environmentally responsible growth as well as health and safety management.
They combine unique bearing technologies, lubrication systems, sealing solutions and a wide range of mechanical engineering and asset management services to solve problems, enhance machine reliability and lower total cost of ownership.
This advert is being advertised in collaboration with our recruitment partner MCHIR.
Distributor Development and Commercial Support Manager, East Rand – Ref: 649116-2
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