About the job
Position Summary
Distributor Manager is responsible for driving partnership and business growth with distributors in the
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 Distribution Sales Leader & Channel Development team.
Success will be measured in Sales (Whole Goods & 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.
Your Responsibilities:
Deploy standard work, Distributor Management Process (DMP) for distributors.
Monitor revenue, bookings, backlog, unit volumes for whole goods 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&Ls and financial & organization structures.
Evaluate distributor sales pipeline sufficiency and deploy demand generation actions as needed
Align distributor inventory levels for parts and whole goods 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
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,
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