Distribution Sales Manager

About This Role

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
• Align distributor inventory levels for parts and completes 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

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)
• Deploy and drive the DVP / marketing programs for qualifying distributors (plan submittal, completion of activities, claims, etc.)
• Ensure distributor compliance with IR brand guidelines
• Coach distributor salesforce on selling skills, process, and tools, including joint customer visits and negotiations
• Identify commercial and technical training needs, coordinate training with the Marketing team

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.
• 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

Enable 2-Way Communication between Ingersoll Rand and its Distributors

• Develop full awareness of IR products, offerings and processes
• Communicate updates on new and existing products, aftermarket offerings, marketing programs, promotions, pricing, organizational changes and other important news to distributors
• Facilitate training on IR systems and processes (sales library, warranty, etc.)
• Identify and communicate internally the voice of customer and market developments
• Identify and participate to events to promote IR (conferences, seminars, trade shows)
• Coordinate distributor administrative processes such as compliance vetting and updating the distributor contact database Best-in-Class Sales & Pipeline Management
• Establish actionable services sales account plans to expand sales in the region & connectively to the entire installed base and to increase services revenue from existing customers.
• Grow pipeline in value and volume in line with set targets and by timely recording sales activity in CRM systems like SET or SFA.
• Develop and manage sales quotes, including management of special price request (if required).
• Visit / Call on existing, drifted and new customers (incl. cold calls) as well as work with Service Fulfillment team provided leads to identify and develop Services opportunities.
• Provide feedback on market conditions and manage installed base all to leverage and drive sales strategies.

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.
• Establish yourself as trusted advisor by demonstrating cost reduction and operations improvements.
• Increase customer satisfaction scores by demonstrating commitment and engagement to resolve customer satisfaction issues (sales related CSI issues) in close collaboration with internal stakeholders as well as pro-actively driving related initiatives.

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
• Extend support to Credit & collection team on the receivables. In case of past dues or disputes, take appropriate lead with the support of the other functions to get proper resolution.
• Ensure all orders are obtained are error-free; contract language is aligned with and in compliance with business unit guidance as it relates to Terms and Conditions.
• Ensure resolution of all customer disputes. Manage all costs associated with selling efforts, including adherence to company policies on travel and entertainment expenditures

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.