Sales Area Manager Distribution
Il y a 6 mois
For 45 years, the Sauermann Group has designed, manufactured and sold products and services dedicated to industrial and HVACR markets.
The Group specifically focuses on the detection, measurement and control of indoor air quality (IAQ).
For its HVAC Distribution Portfolio, in relation with Group Strategy and significant markets opportunities, Sauermann is looking for its Sales Area Manager -Distribution covering Benelux/Scandinavia/North Africa
- Responsible for developing and implementing an effective and comprehensive channel strategy and distributor footprint to drive sales of Condensate Pumps and HVAC Instrumentation Equipment of the company’s product portfolio and increased engagement with customers. (HVAC Distributors and Industrial Distributors)
- Maximize profitable revenues from sales of the organization’s products through a base of existing and new distribution partners. Responsible for building strategic management/executive relationships with key Distributors to support the overall channel strategy. This involves regular leadership review of commitments and achievements to better align our mutual companies around agreed upon targets.
- Find share shift and incremental sales from these accounts. Drive and complete the Opportunity sales cycle working with existing systems and processes, and cross-functional team.
- Negotiate pricing and contracts as required, coordinating with the EMEA Business Development Director
- Provide technical and selling expertise to Sauermann at target customers to maintain existing business and to drive Opportunities closure with both existing and new customers. This includes supporting new product introduction (NPI) process by teaming with Distributors to develop target customer lists and deploy a campaign around Opportunities development.
- Evaluates and manages strategic business opportunities, initiatives, and sales programs with Distribution partners. Initiates deployment strategies, monitors competitive activity, and identifies customer needs.
- Work with multi-functional team to support distribution channel in areas such as marketing, prescription leader, service, CRM, data analytics and communications to achieve revenue targets.
- Other duties & territories as assigned.
**MEASURES OF PERFORMANCES**
- Development and successful implementation of a long-term channel strategy to gain Distributors mindshare, competitive market share and generally position Sauermann as the category captain for the products in our assortment.
- Profitable growth of the channel and assigned accounts through engagement with distributors and coordination with the Prescription Team
- Sustainability of existing Sauermann business
- Focus and drive key initiatives of the organization and the business line
**EDUCATION AND EXPERIENCE REQUIREMENTS OR EQUIVALENCIES**
- Bachelor’s degree in Business, Engineering, or Marketing required
- At least 5-10 years of professional sales with industrial and/or HVAC distribution accounts management including successful experience calling on senior management at customers and distributor partners.
- Proficient at translating technical product information into sales strategy to drive revenue.
- Experience utilizing Customer Relationship Management tools is preferred.
- Proven track record of delivering sales results while maintaining customer satisfaction
- HVAC experience preferred
- Strong personal leadership and experience working in manufacturing environment
- Superior written and verbal communication and presentation skills - ability to communicate at all levels in the organization.
**OTHER SKILLS and ABILITIES**
- Must demonstrate the ability to engage and motivate selected Distributors Specialists to grow Sauermann orders and sales.
- Ability to manage priorities as articulated by direct manager.
- Must have strong organizational skills and the ability to multi-task.
- Must have ability to build relationships with indirect accounts for repeat business.
- Must have high degree of leadership and ability to influence cross-functionally.
- Must be self-motivated, show initiative, anticipate and prevent issues by executing advanced problem-solving skills.
- Excellent analytical and interpersonal skills.
- Must be able to work well with customers and internal team members to lead positive change in a fast-paced work environment.
- French/Dutch/English fluent.
Base in our Brussels office
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