Commercial Sales and Channel Partner Manager

Scope and Purpose:

• Manage and increase sales of currency automation products and services, including hardware, software, consultancy and solutions through a channel partner (distributor) network in Africa and the Middle East in coordination with the Head of Distribution Management and the Regional Sales Directors and in compliance with regional sales strategy
• Establish and maintain strong and firm relationships to existing channel partners,  distributors and key customers
• Recruit and on-board new channel partners as needed in assigned countries and territories
• Attend to channel partners and/or customers during the complete business cycle and follow up project milestones in close cooperation with sales administration 

Key Result Areas / Responsibilities:

• Manage sales activities with channel partners to generate and increase revenue
• Enforce sales planning / forecasting by channel partners, feeding into G+D’s monthly/quarterly and annual reporting of sales projections
• Set targets for partners; monitor and evaluate execution of business plan to meet sales goals
• Enhance partner performance (training, assistance, incentive programmes)
• Establish reward scheme for channel partners in line with corporate guidelines
• Own handbook (“user manual”) with guidelines and code of conduct for partners
• Deliver monthly report on distributor activities, news, opportunities, challenges
• Replace non-performing partners in agreement with Head of Distribution Management
• Apply defined criteria for selection of new partners, contributing to their training and build-up 
• Gain new clients and launch new products for new type of clients, as applicable
• Organise and participate in road shows in key markets (i.e. product launch)
• Stay current with latest development in marketplace and competitor activities, reporting findings to Head of Distribution Management and G+D Headquarters
• Identify customer future needs in terms of product portfolio and currency automation solutions
• 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.)
• Help in training activities for new staff members

Job Requirements:

• 7 to 10 years of experience in technical sales in the African & Middle East region 
• Experience with direct sales and channel management, ideally in banking related field
• Advanced Degree in Engineering or Economics preferred
• 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 (up to 60%)