Summary
Distributor Manager is responsible for driving partnership and business growth with distributors in their designated geography. 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 Country Leader & Channel Development team.
Success will be measured in Sales (Completes & 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.
Responsibilities
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following.
Manage distributor business performance to achieve annual sales targets
- 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
Develop distributor capability for sustainable long term growth
- 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)
Execute Channel strategy in their respective countries / region a with the support of Channel Development 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.
Increase Customer Loyalty & Satisfaction
- 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.
Keep current with all Products, market and customer knowledge
- 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
Enhance Work environment by championing Safety
- 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.
