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.
Glory Global Solutions has a unique range of solutions for the Financial & Retail sectors and we are looking for a Regional Sales Manager (RSM) who has keen to develop a career in the cash automation and payment solution Industry (hardware, software and consultative services). The RSM will use their previous knowledge and sales experience of working in a technology industry to develop existing and new business solutions within varied and challenging market places. Experience of working in the developing economies is important, ideally within East Africa.
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.
Skills, Knowledge & Expertise
REQUIRED EXPERIENCE AND QUALIFICATIONS
- 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
- Prepare Travel reports and actions for each trip.
- Strong team player with ability to engage and gain support of internal stakeholders.
- Confident when presenting to customers, partners, and Glory leadership team.
- 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
- Employee assistance programme
- Employee My Benefits portal offering extensive retail discounts
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