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Distributor Manager

Sales  Dubai, United Arab Emirates

Responsible for managing and increasing sales of currency automation products and services through a distributor network in Africa and the Middle East in coordination with the Head of Sales (Commercial Market and Distributor Management) and the Regional Sales Directors and in compliance with regional sales strategy.

Scope and Purpose:

  • Manage and increase sales of currency automation products and services through a distributor network in Africa and the Middle East in coordination with the Head of Sales (Commercial Market and Distributor Management) and the Regional Sales Directors and in compliance with regional sales strategy
  • Establish and maintain strong and firm relationship to existing distributors and their key customers
  • Attend to distributors and/or customers during the complete business cycle and follow up project milestones in close cooperation with sales administration 

 Key Result Areas / Responsibilities:

  • Manage contracts with distributors in compliance to Giesecke+Devrient Currency Technology FZE (G+D CT FZE) internal guidelines
  • Assist distributors with important sales calls, customer presentations etc.
  • Assist distributors with tenders and monitor results of such tenders
  • Organise and participate in road shows in key markets (i.e. product launch)
  • Deliver monthly forecast for sales via distributors
  • Enforce sales planning / forecasting by distributors and contribute to G+D’s monthly/annual reporting and forecasting
  • Apply defined criteria for selection of new distributors
  • Gain new clients and launch new products for new type of clients, if applicable
  • Select, train and build-up new distributors
  • Set targets for distributors; monitor and evaluate distributor performance
  • Establish handbook (“user manual”) with guidelines and code of conduct for distributors
  • Establish reward scheme for distributors in line with corporate guidelines
  • Deliver monthly report on distributor activities, news, opportunities, challenges
  • Increase distributor performance (training, assistance, incentive programmes)
  • Change non-performing distributors in agreement with ASM and Head of Distribution Management
  • Observe competition behaviour and pricing and report findings to Head of Distribution Management and G+D Headquarters
  • Establish pricing schemes for small and medium range products and services for distributors and end customers in co-operation with Commercial Account Management and Head of Distribution Management
  • Participate in the definition of price lists, bulk-discount- and reward-schemes
  • Attend to distributors and/or customers during the complete business cycle and follow up project milestones in close cooperation with sales administration
  • Identify customer future needs in terms of product portfolio and currency automation solutions; build up a strong link to the product marketing / management
  • Organise annual regional distributor meetings for information and motivation purposes
  • Coordinate activities with G+D headquarters in cooperation with G+D CT FZE internal functions of Commercial Account Management, Project Management and Finance (pricing, launch of new software versions, new products, etc.)
  • Train new staff members, who will assist and support the Distributor Manager in the back-office and in the sales territory.

Job Requirements:

  • 3 to 5 years of experience in technical sales in the African & Middle East region
  • Experience with direct sales and distributor management, ideally in banking related field
  •  Advanced Degree in Engineering or Economics / MBA preferable
  • Distinctive analytical and structured approach
  • Fluency in written and spoken English mandatory
  • Language skills in French and Arabic are advantageous
  • Excellent communication and presentation skills
  • Candidate must be willing to travel extensively all over the African and Middle Eastern region (about 60%)
     

Apply To: careers-dxb@gi-de.com