Purpose of Position
Lead sales growth across Gilbarco Veeder Root’s (GVR) indirect / direct sales channel in Egypt and driving Spares / consumables (AMO) sales in MENA region
Build a highly-committed indirect sales channel by assessing the current partner, qualify new partners if needed, develop partners’ resources and capabilities, consult partners on actions necessary to drive the aspired growth, and motivate partners to enhance their commitment towards GVR product line.
Responsible for driving AMO sales through collaboration with Regional Sales Managers. This includes preparing commercial offers, consult with factories on the right selection of parts, prepare benchmarking studies and relevant reports, support channel partners in keeping the right level of spares to support GVR equipment and solutions in the their respective markets. Key Responsibilities
Own and drive the sales figures through managing the Route-To-Market (RTM) Distributor and Sub-Distributors in terms of : Sales / Payments / Logistics / Profitability / Forecasting / Promotions / Performance Analysis.
Setting the organizational structure for the distributors in terms of : Target settings / Recruitment of staff / defining commercial & technical trainings / Contracts
Act as a Consultant for GVR channel partners through : Setting objectives and agreeing on action plans and reviewing it on monthly & quarterly basis with the Distributor’s top management and Sales Manager.
Setting objectives and agreeing on action plans and reviewing it on monthly & quarterly basis with the Distributor’s top management and Sales Manager.
Sustaining standard work (process tools) and conducting annual strategic market assessment* Managing the distributor’s sales funnel
Identifying the areas of development at the Distributor’s side and setting actions and time frames for gaps closure. * Continuously work on Mind Share and Stake holder Management * Regularly conducting in depth analysis for Distributors’ Sales Out / Ordering patterns, Inventory Management to enhance their cash flow * Studying the market patterns / trends and identifying new sectors along with creation of the proper value offering to penetrate those sectors.
Motivate distributors with effective implementation of incentive schemes and programmes (bonus schemes, marketing support, training, etc.) whenever applicable.
Continuously assess channel strategies and partner performance for each region, channel, and end users segment in Egypt, develop current partners, assess in developing tier 2 channels to promote AMO business.
Ensure diligent and timely negotiation for renewing contract agreements (in coordination with the RSM team)
Drive and maintain full compliance with GVR and Fortive policies and international laws relevant to channel management, in particular, export control and anti-corruption regulations, across Gilbarco Veeder-Root.
Identify the need and coordinate the execution of key distribution marketing and training events for Egypt in coordination with the RSM
Accountable for driving AMO sales in MENA region through : * Creating quotations for customers* Follow up the leads generated by commercial team* Act as the focal point with different supply sources.
Responsible for communication of Portfolio updates, price lists, discounts & promotions* Setting targets for customers* Leading End-to-End process from inquiries till deliveries through other stakeholders. Measures of Performance
Sales targets achieved by distributors.
Increasing distributor sales coverage.
Driving AMO sales for MENA region Scope of Impact of Position Gilbarco MEA wishes to continue to develop high-margin sales to dealer groups and national oil companies through its indirect sales channel.
A successful Distribution Manager will lead GVR’s indirect channel to be closer to the market, increase relationships, increased distributor commitment / investment, sustainable mutual success, and continuous sales growth across all product lines.
Along with increasing AMO sales year on year by delivering through own self and others. Background and Skill
Mechanical engineering (preferred) or comparable degree
At least five years in middle sales management.
Preferably 2-3 years of experience managing distributors or indirect sales channels and / or consulting services
Clear concept of the culture necessary to build a highly developed indirect sales organisation, with the motivation and ability to build and drive partners to increase sales
Fluent in English and Arabic (verbal, writing, and reading), to the degree that complex negotiations can be mastered.
Extremely well-organised and structured
Well-spoken, at ease in social situations, well-mannered, professional appearance Personal Trait Profile
Strategic thinker, able to form a vision / path and drive the organization towards it
Leader who is able to work in teams and get group buy-in
Well-structured and organised, with ability to work virtually with other stakeholders
Hungry for business : strong growth / achievement orientation
Energetic, bright, and articulate with good communication and presentation skills
Commercially astute with an ability to spot an opportunityFortive is a diversified industrial growth company based in Everett, Washington, with 24,000 employees worldwide.
Our strong portfolio is comprised of recognized, global leaders in attractive markets, and we generate more than $6B in annual revenue.
At Fortive, our vision is to keep the world moving forward.*Our people are passionate about making the world stronger, safer and better.
Our diverse businesses are industry leaders, driving breakthrough innovation in instrumentation, transportation, sensing, product realization, automation and franchise distribution.
Our shared culture has deep roots and reflects our drive for continuous improvement, with the Fortive Business System at its core.
Our leaders contribute deep expertise drawn from a wide range of industries.Future Everything we do is designed for a world that thrives on speed and rigor, and we are deeply committed to delivering essential technology that makes the world stronger, safer and better.
We are passionate about powering progress at a global scale to advance the greater good.This is our vision for the future the vision we're aggressively pursuing as we build a global diversified industrial growth company to drive the world’s essential technologies forward.
Fortive is strength in motion.Gilbarco Veeder-Root represents the leading brands of solutions and technologies that provide convenience, control, and environmental integrity for retail fueling and adjacent markets.
In 2002, the Gilbarco and Veeder-Root companies combined into one marketing brand, with distinctive and complementary business lines, services, and sales capabilities.
Gilbarco is a leading global supplier of fuel dispensing equipment, fully integrated point of sale systems for the global petroleum marketplace with sales, manufacturing, research, development, and service locations in North and South America, Europe, Asia, Middle East, the Pacific Rim and Australia.