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Commercial Sales and Channel Partner Manager

Date: Nov 26, 2021

Location: Dubai, AE, 341274

Company: Giesecke+Devrient

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%)