Key Account Manager ME

Purpose of Position • Lead sales growth across Gilbarco Veeder Root’s direct and indirect sales channel in ME assigned region along with achieving the assigned profit margin. • Build a highly-committed indirect sales channel by selecting the right partners, developing relationships, consulting partners on actions that lead to growth, and motivating partners to increase their commitment to the GVR product line. • Support and cooperate with Territory Managers, local team, Product Managers to drive initiatives through sales channels. Key Responsibilities • Build, maintain and strengthen high commitment relationships with GVR distributors and clients by understanding their market conditions and business objectives. • Develop and sustain high commitment relations with key accounts (at various organizational levels) in the market and develop dedicated strategic key account plans and distributors’ plans to ensure maximized market share of GVR. • Create a collaborative working relationship with each GVR associate to find effective ways to invest in the GVR product line, to win/maximize market share, and ultimately to grow GVR product sales in the region. • Sustain standard work for managing our channel partners (distributors) by conducting annual and regular strategic market assessments, setting objectives, creating action plans, and regularly reviewing performance to ensure growth targets are met. • Conduct frequent action plan and sales metric reviews with GVR channel partners to enable effective measurement of success and to ensure the team is focused on GVR sales growth and customer service excellence. • Motivate distributors with effective management of incentive schemes and programs (bonus schemes, marketing support, free training, etc.) • Continuously assess channel strategies and partner selection for each market (developing current partners further and recruiting new ones as necessary). • Ensure diligent and timely negotiation for renewing contract/compliance agreements with existing partners, and the same for adding new GVR partners. • Drive and maintain full compliance with Fortive policies and international laws relevant to channel management, in particular export control and anti-corruption regulations, across Gilbarco Veeder-Root MENA • Support distribution marketing and training events for the assigned region. (MENA distributor conference, country trade shows, and other relevant events) • Collaborate with GVR’s marketing and product managers to develop marketing initiatives for distributor needs, in particular the distributor extranet, sales and technical training events, marketing materials, payment terms, and a regular Distributor Newsletter. Relationships • Reports to Sales Manager Middle East • Cooperates with and supports the Automation Director and WSM (Wet Stock Management) Director • Interacts with the principals of all major GVR channel partners and their customers Measures of Performance • Sales targets achieved through direct selling and distributors, without major involvement from GVR personnel • Profit margin levels • New accounts/segments penetration • Other funnel management KPI’s including (healthy funnel size, added funnel opportunities, time on territory, Updated CRM/SF data and relevant action plans)

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