Channel Manager KSA

JOB TITLE:* Channel Manager KSA
DEPARTMENT: Retail
REPORTING TO: Country Lead KSA
REGION: KSA
ADDITIONAL INFO: Travelling Required
PURPOSE OF POSITION
The primary objective is to develop, direct and drive the sales and business
development strategy through KSA and surrounding region Channel Partners to
achieve revenue, product sales and profit targets across the KSA and the
surrounding region.
KEY RESPONSIBILITIES*
* Achieve sales targets and financial objectives through indirect channels, analyzing variances and leading corrective actions
* Collaborate and supports channel partners to improve quality and dimension of the funnel of sales opportunities, to increase coverage, conversion, market share and a balanced product mix.
* Conducts recurrent reviews with channel partners to measure performances Vs the target KPIs, providing guidance and coaching
* Maintains and grows sales levels with existing channel partners and develops action plans to establish new business, or convert from competition, to maximize coverage and conversion rate
* Accurately forecasts annual, quarterly and monthly orders and revenue streams
* Actively contributes and helps channel partners and commercial team members to participate in tenders and negotiations
* Provides channel partners with yearly and quarterly objectives, measuring progress throughout the year
* Coordinating commercial actions with channel partners to ensure they meet the sales target
* Supports the Country Lead and Distribution Managers in business cases definition, critical commercial scenarios, pricing strategy and contracts drafting
* Develops relationships by meeting with channel partners, to create, maintain and develop the necessary end-customer intimacy
* Continuously monitors market dynamics and correspondingly proposes and implements adaptive go-to-market strategy changes
* Identifies promotional activities and campaigns to drive volumes
* Supports management with timely reporting and data analysis
* Provides inputs to the yearly budgeting process, strategic planning, and monthly Policy Deployment reviews.
* Ensures Channel Partners are compliant to business policies
* Maintains contracts and agreements with Channel Partners, driving changes where necessary:
* To appraise the activities of the Distributor Account Managers.
* Ensure Product portfolio is suitable for the region's Indirect Channel market demands.
* Establish lines of control and delegates responsibility to staff.
* Ensure all the activities of the Distributor team comply with relevant Acts, legal demands, and ethical standards.
* To ensure the establishment and maintenance of positive business relations with distributors, channel partners, major suppliers, industry associations and government representatives.

DELAGATION OF AUTHORITY : As per Board-approved DOA and as necessary for
functions outside the DOA. As delegated by the Managing Director, when
necessary.

POSITION RELATIONSHIPS
Internal:
* Product/Marketing
* KAM & Sales (Global/local)
* Finance (global/local)
* DDS
* GVR Manufacturing Facilitates
* Legal
* Engineering
* Operations
* Centre of Excellence
* Legal
External
* Customers (existing & potential)
* Suppliers
* Distributors
* Channel Partners
* Consultants
* Government Departments
* Industry Associations

MEASURES OF PERFORMANCE (INDICATORS)
Leading Indicators
Core Growth
* Establishment of Master Distributors
OMX
* Reduction in cost of sales
Quality
* Forecast Accuracy
Lagging Indicators
Core Growth
* Increase in Retail core growth from x% to y%
* Expansion of Indirect Channel markets
Quality
* VOC
OMX
* Increase in Retail margin growth from x% to y%
PERSONAL QUALIFICATIONS & EXPERIENCE
Education/ Achievements:
* Business Degree/Diploma or equivalent
* Preferred : Postgraduate degree with strong technical experience/ Engineering degree
Experience/ Knowledge:
* At least ‎5 years' experience in Sales, managing a sales team & or distributers
* Proven experience working with channel partners
* Experience in developing, implementing and leading sales strategies
* Proven success in solution environment
* Strategic/tactical planning and execution
Preferred:
* Leadership of a sales team
* Experience in account management
* Middle East experience with financial and legislative regulations
Specific Skills
* Leadership, coaching, mentoring and management of a sales team
* Able to lead and manage complex sales accounts
* Able to establish robust budget and financial plans
* Able to establish and lead strategic sales activities to increase market share

ROLE SPECIFIC COMPETENCIES & BEHAVIOURS
Customer Driven
* Gains insight into customer needs.
* Identifies opportunities that benefit the customer.
* Builds and delivers solution that meet customer expectation.
* Establishes and maintains effective customer relationships.
Collaborative
* Works cooperatively with others across the organization to achieve shared objectives.
* Represents own interest while being fair to others and their areas.
* Partners with others to get work done.
* Credits others for their contributions and accomplishments.
* Gains trust and support of others.
Inclusive
* Seeks to understand different perspectives and cultures.
* Contributes to a work climate where differences are valued and supported.
* Applies others' diverse experiences, styles, backgrounds, and perspectives to get results.
* Is sensitive to cultural norms, expectations, and ways or communicating.
Accountable
* Follows through on commitments and makes sure others do the same.
* Acts with a clear sense of ownership.
* Takes personal responsibility for decisions, actions and failures.
* Establishes clear responsibilities and processes for monitoring work and measuring results.
* Designs feedback loops into work.
Champions VBS
* Identifies and creates the processes necessary to get work done.
* Separates and combines activities into efficient workflow.
* Seeks ways to improve processes, from small tweaks to complete reengineering.
* Is a simplifier, focused on cutting through complexity?
* Prioritizes to the critical few - focuses on what matters most.
Self-Aware
* Reflects on activities and impact on others.
* Proactively seeks feedback about shortcomings.
* Admits mistakes and gains insight from experiences.
* Knows strengths, weaknesses, opportunities, and limits.
Pioneering
* Comes up with useful ideas that are new, better, or unique.
* Introduces new ways of looking at problems.
* Can take a creative idea and put it into practice.
* Encourages diverse thinking to promote and nurture innovation.
* Anticipates and adopts innovative digital and technology applications.
Agile
* Learns quickly when facing new situations.
* Experiments to find new solutions.
* Takes on the challenge of unfamiliar tasks.
* Extracts lessons learned from failure and mistakes.
* Bounces back from setbacks and failure.
About Us

Gilbarco Veeder-Root represents the leading brands of solutions and
technologies that provide convenience, control, and environmental integrity
for retail fueling and adjacent markets. In ‎2002, the Gilbarco and Veeder-Root
companies combined into one marketing brand, with distinctive and
complementary business lines, services, and sales capabilities. Veeder-Root is
the world's leading supplier of automatic tank gauging and fuel management
systems and one of the few companies in the industry to design, manufacture
and service its own products; supplying and integrating the broadest range of
new and proven technologies to reduce cost of ownership, enhance environmental
integrity, and improve performance and profitability for petroleum marketers
and commercial fueling enterprises worldwide.
Vontier Corporation View
Vontier is a $3B global industrial technology company focused on smarter
transportation and mobility. Our five operating companies--Gilbarco Veeder-
Root, Global Traffic Technologies, Teletrac Navman, Matco Tools, and Hennessy
Industries--are united by a powerful purpose: mobilizing the future to create
a better world. Our portfolio of trusted brands includes market-leading
expertise in mobility technologies, retail and commercial fueling, fleet
management, telematics, vehicle diagnostics and repair, and smart cities.
Vontier's pioneering solutions advance safety, security, efficiency, and
environmental compliance worldwide.
Energized by our shared purpose and values, we have a strong culture shaped by
a deep organization-wide commitment to inclusion, diversity, and equity (ID&E)
and corporate responsibility. Eight vibrant global employee resource groups
serve as powerful focal points for connection, community, and advocacy, and we
actively support community causes through Vontier Cares. We offer flexible
remote and in-person, open-space work options.
The Vontier Business System (VBS), our engine for success and our competitive
advantage, powers every aspect of our business performance through a
continuous improvement mindset. As we look to the future, we will continue to
evolve VBS to prepare our teams for new challenges and opportunities, and to
stay on the forefront of changing technologies through fast iteration and
focused experimentation. To learn more about us visit: www.vontier.com