| Location: |
Hyderabad, India |
| Company: |
Subscription Required |
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The Channel specialist plays a key role in delivering the distributor offer and creates a pull in the territory for [Company] products; lead the team of Channel partners in Growing business more than the market growth. The position will report to Regional Distributor Manager
Role Purpose:
The Executive exists to ensure achievement of the secondary sales volume & value goals in the geography called territory by implementing the company’s sales strategy & harnessing the full potential of the distribution system for [Company].
Key accountabilities
The Executive achieves the volume & value goals through the following which will be the KPI’s:
- Ensuring implementation of key HSSE processes in word & spirit.
- Meet and exceed yearly sales and gross margin targets and usual collections of liabilities as per mutually agreed terms and company policies.
- Ensuring that the Distributor sales personnel are trained to make the calls the ‘[Company] Professional Way’ through training & shadowing.
- Develop market, create a pull in market by conducting road shows, trials and enhance the secondary sales of distributors.
- Maintain relationship with key customers in the territory.
- Guide & coach the DSR’s on negotiation, Customer management and technical skills
- Visit new prospects identified by the DSR’s and close out negotiations favourably
- Effective & efficient distributor management with highly motivated distributors.
- Embed the concept of value selling among the DSR’s through training & demonstration of benefits.
- Track competition and make tactical initiatives to counter them in his territory.
PROBLEM-SOLVING / COMPLEXITY:
- Strong Business acumen and understanding of channel business.
- Should possess channel management skills.
- Strong Communication & Negotiation skills
- Should possess a working knowledge of metalworking fluids, industrial lubricants, materials management, data systems, and laboratory services in order to direct subordinates' activities and to assist in problem resolution.
- Should have a strong passion for HSSE to lead by example to the teams.
- Should provide direction and overall general management for day-to-day operation of the business operations.
- Should be able to use the IT tools to aid his business effectively.
Essential criteria & qualifications
Education and Experience
This position requires engineer and an Industrial selling experience of 2-4 years with exposure to manage sales through channel. The person should have flair for travelling and passion for growth in a competitive sales environment.
Desirable criteria & qualifications
Skills & Competencies
- Channel Management - Skilful
- HSE skills - Mastery
- Problem Solving - Skillful
- Performance Bias - Mastery
- Communication – Skilful
- Negotiation Skills - Skillful
- Presentation Skills - Skilful
- IT Skills - Skilful
- Lubricants Knowledge - Skilful
- Machine Shop/Tooling Knowledge- Skillful
Travel required
Yes - up to 50%
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