Distributor Development Manager

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Atlas Copco Vietnam opening Distributor Development Manager of Industrial Air Compressors.

Mission:

The role leads indirect business development of Industrial Air compressors, alongside with other direct sales team. The mission is to develop and grow distributor sales towards company goals fo r the whole country.

Overall goals:

• Manage all strategic actions to achieve agreed targets with distributors
• Achieve annual volume growth with distributors
• Ensure proper follow-up of all activities and strategic cooperation with other Sales divisions and Service team.
• Analyze market needs and determine market strategy

Main responsibilities:

Manage distributors

• Manage and develop the Atlas Copco Distributors network in responsible territories.
• Support and guide our Distributors in the following areas to improve product knowledge, application knowledge, sales, and competitor analysis
• Establish regular meetings and joint monthly visits with distributors, agree on action plans and manage - track - support business plans to success
• Work with Business Line Manager (BLM) to establish and enforce pricing (discount) policies
• Implement Business Code of Conduct, Rules of “AC restricted areas” and Group guidelines for all business partners and distributors
• Ensure revenue targets of distributors are achieved
• Formulate annual evaluation plan based on KPI's for each distributor
• Organize annual distributor events
• Monitor monthly achievement in Orders and Revenues and implement improvement actions (campaign, support, local action in weak areas …)
• Monitor inventories monthly and provide the promotion of the strategic stock machines

Support marketing plans

• Work with Product Manager (PM) and Business Line Manager (BLM) to roll out and execute marketing sales / after-sales campaigns
• Ensure compliance of the distributors to the communication and brand guidelines (Distributors Brand Manual)

Develop indirect channel

• Evaluate new Distributors to increase market coverage
• Ensure distributors are equipped with necessary equipment and skills to represent Atlas Copco
• Monitor leads and cooperate on Lead Quality improvement
• Actively collaborate with direct sales teams to ensure smooth cooperation among Sales Engineers and Distributors and best market coverage
• Develop and implement the Distributor Categories (Reseller, Distributor)
• Communicate with Product Company Distributor Business Development Managers

Expectations:

• Good understanding and experiences on sales territory management and its actual implementation
• Ability to build strong and effective working relationships with Distributors and colleagues
• 3+ years in industry sales, B2B sales experience
• Exposure to Industrial Products and / or production processes
• Good to excellent track record of sales achievements

Education requirements

• University degree or bachelor’s degree in engineering or proven by experience
• Good command in English

Knowledge

• Prefer knowledge of Atlas Copco and industrial air compressor range as well as experience in Equipment sales business
• Good overview of services and solutions are advantage
• Good communication and presentation skills
• Business analysis, planning and organization skills
• Good verbal and written communications skills in English
• Good computer skills as well as a good working knowledge of Microsoft 365 , experience in CRM

Personality:

• High level of self-motivation to lead self-development
• Ambitious to invest in your personal development
• Analytic ability to digest data and transform into strategy and action
• Willing to learn and go extra mile.

What we offer:

• Competitive income 300 – 700 million vnd per year
• Additional yearly KPI bonus
• Premium company car
• Company health insurance
• Promotion opportunity within organization.

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The role will be based in Di An, Binh Duong and covers whole Vietnam market.

More details to be discussed in the interview. Only shortlisted candidates will be contacted.

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