Channel Manager - EMEA

Drive revenue with "80" customers through:

• Supporting their commercial activity (position them to succeed).
• Establish collaborative relationships through strategic account management.
• Be a trusted advisor by immersing into sealant market.
The purpose of the role is also as follows:
• To explore and develop new and existing business opportunities so that ISS can expand its presence via channel partners (distribution and manufacturer representatives) for assigned region.
• To establish PPE as a vendor within new industrial distribution targets thereby expanding the ISS customer base and providing a more diversified revenue stream.
• To develop and manage a network of key channel partners.
• To take responsibility for setting and assisting in achieving sales budgets for all products and services so that ISS continually realises the budgeted sales revenue outputs and targeted profitability.
• To work with Key Account Managers and leverage the strengths of the channel to grow sales in key market segments.
• To develop distribution pricing strategies aimed at positioning PPE at channel partners while leveraging PPE's differentiated value proposition., Drive sales revenue for assigned region to distributor partners based on relationship and value addition to partners.
• Define appropriate markets and corresponding business development plans to drive increase market share, revenue, and margin expansion for region and target accounts.
• Drive strategic account management plans and collaborate with distribution partners on delivering objectives through business reviews.
• Work collaboratively with internal team to ensure effective organizational structure, value propositions, product development, operational efficiencies in order to drive customer alignment.
• Provide education, value proposition, and product resources to support distribution expansion and penetration in the market.
• Understand and cultivate new opportunities to feed to distribution through targeting key industries.
• Drive funnel and forecast accuracy.
• Work closely with inside sales team to ensure best solutions to our customers.
• Maintain and communicate regular measurements to ensure progress to revenue target.
• Revenue and profit - to set and achieve budgets and profitability via the distribution market. To put counter measures in place should revenue targets not be achieved.
• Reporting and pipeline tracking - provide adequate information to the business showing both leading and lagging measures. Providing evidence to the business to ensure correct resource levels are maintained.
• Channel management - grow revenue pipeline via distribution and achieve revenue targets.
• Ideas for new product development - to fill the pipeline with qualified ideas to develop new products and materials via channel partners.
  
  Experience in front line sales with credibility to manage key channel partners at a senior level.
• Prior knowledge of industrial distribution.
• Ability to forecast, develop budgets and provide measurement systems.
• Industry and technical knowledge with practical business acumen.
• Setting targets and measuring performance through KPI's and pipeline tracking reports.
• Excellent understanding and use of Microsoft Excel, SharePoint, PowerPoint.
• A real team player who is seen as approachable and a positive role model.
• Able to build positive relationships with a reputation for integrity and achieving results.
• Excellent communication skills.
• Excellent attention to detail.
• Exceptionally well organised and efficient.
• Positive and able to show initiative with a proficient style.
• Ability to deliver against our values.
COMPETENCIES Strategic Management (Strategically Position Business to Win) Long term planning governance Situation Assessment and Evaluation (pricing/market positioning/ competitor landscape/ SWOT) Sales Performance Analytics/Ability to Drive Strategic and Tactical Judgments using data Sales Strategy Development (Ability to identify customer needs, questions, performance metrics, assortment /expansion opportunities, strategy alignment, resources required) Sales Tactics execution - (80/20: detailing 80 priorities/ activities/ timing/project management) Ability to plan and forecast the business in the short term with a high degree of accuracy based on the following inputs: macro market trends, account category performance and strategic/promotional initiatives. Business development/ Identify /convert new customers Account Penetration/ Relationship Management/ Customer Obsession Entrenchment in customers business - Ability to identify and establish relationships with key members of the PPE team Ongoing dialogue/ relationships at senior level/longer range strategic influence and partnership collaboration Daily management/activity with sales team Command of pipeline movement Selling Skills Exhibits discovery skills (evaluate, engage, learn pain points) Command of customers business/ category expertise/ educate Ability to position value Command of Planning / develop strategic presentations Presentation skills Consultative Selling Skills Negotiating skills/ Influencing the customer Internal Stakeholder Sales Ability (cross functional leadership) Achiever mindset Leadership/People Development Guidance of cross-functional team members and peers to achieve buy-in of purpose/vision and cooperative execution, The job holder must be able to display practical experience, be honest, courteous, organised, self-motivated, dependable and flexible with a strong work ethic.

If you're looking for a special place to build or grow your career, you've found it. Whether you're an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact. With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses (https://www.idexcorp.com/our-businesses/business-segments/) around the globe, chances are, we have something special for you., At PPE, we are open to new ways of working in order to attract talented people to our business. We understand that everyone has different needs and commitments. Although we can't guarantee to meet all requests for flexibility when we are recruiting, we are very open to discuss any flexible requirement or need that you may have for this role. Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?