Export Channel Sales Manager | Capital Equipment | Distributor Channels

Our client is a market leader in the development, manufacture and supply of advanced industrial food processing machinery and weigh labelling equipment into the worlds food processing industries.

They manufacture food processing machinery and produce weigh price labelling equipment for a wide range of food processing environments.

They have been at the forefront of Food Processing Machinery and weigh price labelling technology for many years. Their products are used by many of the world’s leading global food processing and distribution companies.

Due to exciting growth globally, they are now seeking a Channel Sales Manager to manage the Sales team which includes the Export Sales team and to unlock new sales opportunities for DIGI Europe Industrial Weigh Price Labellers, Third Party OEM Machines and Consumables. Through working with existing distributors, opening new distribution networks and direct contact with large food producers in the host countries.

Key Responsibilities      

Responsible for increasing the sales profit and revenue by:

• Developing New markets by finding appropriate new distribution networks to establish

their presence.

• Understanding key suppliers in the markets they operate in.
• Leading and managing the performance and targets of the Sales & Export sales team

to ensure company targets are met.

• Organising and attending trade shows and events with sales team.
• Support Managing Director with accurate and timely communication as to constant

progress within area.

• Communicate relevant information to Marketing team to gain support from

Social Media, Advertising, Events etc.

• Work closely with the sales team and the Export Account Manager’s to ensure

Distributors (Existing and potential) are supported fully to their requirements.

• Be project manager for new installations, projects and initiatives in your area, work

closely with Technical, Administration and Service teams to ensure 100% customer

service levels.

• Ensuring order specification, commercial quotation, order processing and after sales are

all achieved within the agreed timescale and to the satisfaction of the customer.

This role will involve processing and handling of certain administrative functions.

• Act in accordance with company’s values and behaviours.

Measures of Success     

• Achieving/surpassing sales targets in revenue and profit. Ensuring the sales team

including export are managed and supported to achieve targets

• Expanding the distribution network
• 180-degree feedback from internal stakeholders
• Maintain forecast accuracy and communicating deviations from the forecast in a time

and manner that allows the business to compensate.

Scope   

To be an ambassador of the company, and a member of the Commercial team, while also working closely with the wider Company’s European Business.

The role requires the individual to influence Distributors and Customers and industry partners within a defined area to secure a sustainable long-term sales partnership.

The role will require the post-holder to optimise the business opportunity through targeted expansion through new markets, distributors, and customers.

The role requires the individual to have an excellent knowledge and understanding of the distributors, customers, and industry partners globally.

A function of the role will include promoting and selling the company’s OEM co-products and services.

Decision Making             

Direction and guidance will be taken through the Managing Director, however within the scope of the role there will be relatively complex decisions to be considered and presented to the Senior Management team.

On a daily basis the Channel Sales Manager will make decisions on their own task completion, manage the sales team, work prioritisation, and territory management, but be expected to update action logs/CRM tool and forecasts without prompt on a “live” basis.

Key Relationships          

• Export & Sales team
• Existing Distributors
• Internal Stakeholders
• Senior Management Team
• Potential Distributors
• Large End User Customers

Other Factors   

There is a significant amount of foreign travel required for this role particularly across Europe, US & Canada & Brazil but not including Asia.

Person Profile

As Channel Sales Manager you will know what you are accountable for and you will challenge yourself to achieve more, take ownership of your day to day and you will not be afraid to make  decisions when the situation calls for it

Having a positive, Can-do attitude. 

You are optimistic and tenacious with the resilience and perseverance to ‘stick with it’. You share your positivity with those around you and never give up, no matter how difficult the challenge.

Working together           

Supporting & Managing others, you are always willing to offer your time and experience to support others, recognising that it is a collective effort and you are leading a team. This means being aware of the needs of your colleagues and working together to solve problems.

Knowledge and Qualifications

Educated to HND level or degree in engineering, business management or similar. The successful Channel Sales Manager also needs to be able to set pricing, understand costs and cost modelling, while being able to structure win: win financial proposals.

• English as a First or fully fluent language
• At least 5 years’ experience selling capital equipment in the food industry and at least

5 years’ experience of managing a sales team.

• Commercially aware and focused on delivery of business objectives
• Sound Industrial knowledge of capital equipment & Food processing industry
• Full UK Current driving licence

Experience

Significant experience of working in a capital equipment-based industry –

• Commercial experience in Food Processing Industry
• Understanding of International Food Processing Industry I.e. Key Suppliers, Key Retailers

Ability to be able to set pricing, understand costs and cost modelling

Skills and Abilities

Strong relationship skills and ability to adapt style

• Good negotiating and selling skills as well as analytical skills
• Competent in the use of IT including MS office and business applications
• Excellent planning, organisation, and time management
• Able to work alone and as part of a team
• Business Fluent in a foreign Language (German, French or Spanish) Desirable

Personal Qualities and Behaviours

• Conscientious & self-motivated
• Positive & Honest
• Tenacious & Confident
• Flexible & adaptable to a constantly changing business environment

Company Description

As a Global Organisation with a turnover of £622 million worldwide, and around 3600 employees, our client is now moving into a new phase of growth within the UK.  They have an exciting investment programme to grow, building on the success of their industrial business, they are now moving forward to extend their distributor channel globally

They are looking for ambitious people to join them.  If you want to be a key player in their future success and believe you have the drive and skills to join their dynamic team at this exciting time of growth, then please do get in touch?