Territory Mgr Iii - Dubai, United Arab Emirates - Parker Hannifin Corporation

Description

The incumbent will be part of the Sales Company South EMEA Distribution team in Middle East, based in Dubai to support the achievement of sales and margin revenues with existing and new distribution channels.

The primary purpose of this role is to assist in the development of the sales and market share of Distribution for all Parker product Technologies within the defined geographical area.

It applies to sales and market penetration achieved primarily at "Conventional Distribution Channels (Certified & Approved Reseller distributors, Retail Ops) as well as the so called "Specialized Distribution Channels" (repair centers, VAS providers ).

The incumbent assists in managing the actions of the Conventional Distribution Sales Forces operating across the territory working closely with GSL's teams.

• Support the distribution revenue growth for the area developing business plans for all distributors, working closely with the Group Sales Teams and the Distribution Leader
• Create and follow up business plans for with strategic distributors
• Run quarterly business review (QBR) with the main distributors
• Attend monthly update/review with GSL's teams to share and agree the activities/actions required for the territory
• Assist in maximizing the revenue impact of the Regional Retail Ops Network
• Support the distribution strategy as originally designed by PHES over the area, working closely with the Distribution Leader and Group Sales Managers.
• Work with Groups, Divisions, and respective territory GSL teams as well as with Distribution Leader to define appropriate Distributors / Channel Partners profiles, as well as tools required to drive growth.
• Support the completion of the White Spacing activities over the assigned Territory
• Stay regularly informed about the competitive situation, the evolution of the business trends, of the various distribution channels and their markets across the territory
• Strenghten distributors' loyalty
• Identify new distribution sales opportunities across all groups within the territory
• Internally communicate market and customers' needs to guarantee top quality customer service
• Be up to date about Parker sales policies
• Monitor the Distributors' CRM pipeline for the assigned area, supporting the GSL teams
• Responsible for the compliance in the terrority (Screening & distributor contracts)

• Degree (preferably technical background eg engineering)
• Strong customer orientation, with a passion for distribution
• Very good knowledge of the key and potential distributors / channels for the technology groups within the assigned area
• Excellent understanding of distribution channels management and the related needs of the groups
• Ability to maintain the highest professional and ethical standards in line with corporate and group policies/standards/ground rules
• Full driving license and be willing to travel within the assigned geographical area
• Digital mindset