Territory Distribution Manager

MUST HAVE TRAITS

1. 5+ years relevant experience in the fuel systems sector, ideally as a sales manager.
2. Technical knowledge of markets that use Emco Wheaton products.
3. In command of written and spoken English, Portuguese, and Spanish.
4. Willingness to spend 50% - 75% of time travelling (also internationally).
5. Ability to handle administrative responsibilities while travelling (call reports, online meetings, lead responses).
6. Good track record in business development, improving sales, and increasing profitability.
7. Driving License.

FURTHER TRAITS

1. Customer-oriented
2. Results-oriented
3. Interpersonal Savvy
4. Commercial Savvy
5. Technical Learning
6. Listening
7. Persistent
8. Perspective

EDUCATION & SKILLS

1. Engineering degree or background an advantage.
2. Salesforce knowledge an advantage.
3. SAP knowledge an advantage.
4. Second and third languages an advantage.
5. Microsoft tools package advanced user.
6. iOS Apps advanced user.

DUTIES & RESPONSIBILITIES

• Understand customers’ pain points, issues, and concerns and propose ways to resolve them with Emco Wheaton technology.
• Manage sales of Emco Wheaton products, parts, and services to achieve sales and profit targets set out by the Commercial Director.
• Maintain effective contact with existing and prospective customer base.
• Plan use of time in the assigned territory in an efficient and cost-effective way.
• Work with the product managers, marketing, and commercial director to implement the best go-to-market strategy for the product groups under responsibility.
• Review/audit and develop distributor performance on a continuing basis to achieve targets. Recommend and implement changes as necessary.
• Follow up and pre-qualify all inquiries within defined timescales.
• Follow up on all received leads, and turn them into opportunities and orders.
• Manage sales funnel via Salesforce in accordance with agreed strategy with commercial director.
• Monitor and report on performance against budgets and agreed targets and take necessary action to achieve the same.
• Provide input into the preparation of budgets and business plans as required.
• Ensure that customers are fully trained in Emco Wheaton product groups under responsibility.
• Liaise with Product management to create sales support material.
• Liaise with Marketing to produce effective advertising and public relations strategies in the territories.
• Maintain data relating to existing and prospective customers in Salesforce.
• Ensure all records are managed, presented, and maintained in a clean, organized, and concise manner.
• Ensure the company is not exposed to commercial risk because of your actions.
• Protect company information and property, and perform other reasonable tasks as requested.

Metrics:

1. Achievement of sales, orders, and margin budget.
2. New product sales.
3. Existing customers retention.
4. New customers enrolled during a period.

SKILLS & EXPERIENCE

Understanding the Customer, Requirements Analysis, Time Planning, Competitive Analysis, Sales Planning, Pricing, Financial Planning, Strategy.