Commercial Manager

4 weeks ago

Dammam, Saudi Arabia Fluke Full time

Responsibilities

Building Mindshare and driving growth across the distribution landscape Promoting Fluke Reliability connected solutions. Expanding new/uncovered verticals and regions with the territory; identify potential new partners, onboard, and deliver growth. Execution of the distributor integration plan Channel Partner score-carding (segmentation & focus on Strategic distributors) Implementation of funnel management processes & forecasting Distribution Channel Marketing Campaigns (demand generation) to drive growth. Work with EMEA Marketing on Distribution Channel training needs

1. Responsible for achieving the regional sales target

Achieve annual sales target. Review sales results weekly with the senior management team. Review sales results with distributors and implement appropriate countermeasures and action plans. Problem-solve where required and drive root cause analysis. Build the required structure and reporting mechanisms to capitalize on growth opportunities.

2. Deliver Growth at target strategic accounts

Work closely with the line manager to coordinate and execute strategy at top accounts. Develop and implement Channel Account Plans Manage the Tender process and build relationships with Key Stakeholders Present information about new products and applications. Plan targeted campaigns to maximize awareness and development.

3. Lead the development of the distribution development within the region

Review ongoing sales opportunities and establish standard work for funnel reviews. Visit end-user customers within region to gain an understanding of the customers/markets. Develop a market model map and size of the business opportunities. Develop the Go to Market strategy within the region. Onboard new distributors, product training, and sales training.

4. Drive results through effective marketing

Work closely with Marketing Team to: Present information about new products and applications. Engage and promote online training tools. Develop and implement effective sales- and marketing programs with the distributors. Target key market sectors to generate the end-user pull strategy. Plan demo equipment requirements for sales support Carry out demo validation trials to end users. Plan targeted campaigns to maximize awareness and development.

Qualifications/Skills and Knowledge:

Ability to build partnerships at various levels with end users and distributors. Key Account technical and commercial sales skills Highly motivated to succeed, grow and develop. Degree educated with minimum 5+ years in related discipline. Large company experience with the ability to bring large company process and structure to a smaller, dynamic, growing business. Good communicator and excellent organization skills Ability to drive change. Travel > 60% CRM/funnel management skills Arabic speaking is mandatory to cover the region.

Key Performance Indicators

Achievement of sales targets Channel performance management Key Account relationship building Funnel and lead management Weekly & Monthly forecasting Increased product portfolio coverage through distribution Implement end-user pull strategy into key market sectors.

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