Regional Sales Manager

Description

The Regional Sales Manager is responsible for all sales of Glory products in a variety of countries across East Africa, but potentially some markets in Europe. As Glory does not sell directly in these countries, the role is to manage and build a network of local distributors, and ensure the right solutions are proposed to key customers.

Department: Sales – Distributor Sales

Location: UK/Basingstoke

Key Responsibilities

• Maintain and develop existing distributor relationships to provide excellent customer service.




• Identify and qualify new business opportunities and new markets for all Glory products and solutions.




• Apply all best practices in distribution management processes to build strong trusted relationships.




• Maximising revenue and market share from sale of Glory products in assigned territories through selection and management of appointed business partners.




• Define and execute the sales strategy in each market and promote the best solution portfolio.




• Formulate and execute a regional business plan for the achievement of associated revenue, profit targets and market growth.




• Identify and appoint new distribution channels in the designated region.




• Qualify and develop new market segments and grow sales of current product portfolio and new technologies, such as Ubiqular, Acrelec & Flooid




• Document and manage all sales activity and opportunities in CRM (Oracle Sales Cloud), and process orders in CPQ (Configure Price & Quote)




• Travel regularly from the UK to geographic territory (up to 30% of the time)




• Attend trade shows and events to promote Glory and industry thought leadership.




• Effectively utilise all internal resources to provide the most appropriate and timely support to our customers and prospects.

REQUIRED EXPERIENCE AND QUALIFICATIONS

Education Level:

• Experience of working, living or travel in developing countries, where cultural sensitivity, adaptability, problem solving and patience is needed




• Previous experience in selling technology solutions to distributors or channel partners




• Proven success in growing sales and profitability of business to customers via a distribution channel




• Exemplary customer interaction and negotiation skills.




• Fluency in English

Qualifications

• High degree of commercial acumen.




• 3-5+ years’ experience of proven success selling technology solutions.

REQUIRED SKILLS AND COMPETENCIES

• Build trust and relationships quickly.




• Experience in consultative & solution selling with a competitive mindset




• High integrity and good understanding of the banking, retail and CIT sectors in the diverse and complex markets.




• Maintains an entrepreneurial spirit to take ownership of his/her assignments




• The ability to work with cross-divisional and cross-functional teams.




• Ability to converse with C-level executives




• Experience travelling independently in developing countries.




• Support and educate existing and new partners to execute Proof of Concepts (POC), Customer pilots and Return of Investment (ROI) justifications.




• Diplomacy.




• Negotiation.




• Empathy and patience.




• Strong administration skills to manage CRM & CPQ, and execution of orders as needed




• Accurate Sales forecasting.




• Prepare Travel reports and actions for each trip.




• Excellent written communication skills.




• Strong team player with ability to engage and gain support of internal stakeholders.




• Confident when presenting to customers, partners, and Glory leadership team.

Job Benefits

• Sales commission bonus plan




• 25 days’ holiday a year with the opportunity to buy up to five additional days




• Competitive company pension scheme




• Ongoing training and development




• Private medical insurance for all employees (enhanced membership can be purchased for other family members)




• Dental insurance for all employees




• Life assurance




• Income protection scheme




• Employee assistance programme




• Employee My Benefits portal offering extensive retail discounts

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