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Distributor Sales manager (EMEA)

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Location: Milan, Lombardia, Italy
Job ID: 44589
Date Posted: Apr 20, 2020
Segment: Others (Including Headquarters and R&D )
Business Unit: Hitachi Regional Headquarters
Company Name: Hitachi Europe S.R.L. (Italy)
Profession (Job Category): Sales
Job Type (Experience Level): Experienced
Job Schedule: Full-time
Remote: No

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Distributor Sales manager (EMEA)

Hitachi Europe Srl is seeking for a new resource to proactively support the distributors to develop and grow their Hitachi business by creating and delivering sales & marketing initiatives that will increase sales in the geographical area of responsibility.
Strengthen distributor sales team performance by delivering product training and best practice sales training. Ensure implementation of processes that improve market visibility for Hitachi and provide coaching and support to ensure that they deliver outstanding levels of customer satisfaction. The role reports to the Coding Group Manager who is based in Dusseldorf and will work directly with distributors in the defined geographical region of responsibility.

The challenge:

Following many years of successful double-digit growth, Hitachi distributors face a challenging and changing market.  Competitors have established strong direct sales teams and offer one-stop supplier benefits. Meanwhile, Hitachi distributors need support to develop a successful way forward in their market. The new role will address that need. By successfully engaging with independent distributors in a geographic region and using credible business and selling skills they will win ongoing trust and support for the implementation of Hitachi growth initiatives. Establishing Hitachi as a supplier that leads in technology. They will provide coaching and training to ensure that Hitachi wins a greater mindshare and influence in the market that will lead them to grow Hitachi business. Working in conjunction with the Distributor support manage to ensure new processes are implemented and overall efficiency improvement are achieved.

Key requirements/deliverables

  • Demonstrate a track record of implementing successful distributor support processes within a country or region. 

  • Ability to build strong trusting relationships with distributor principles and their operational team, by understanding the key drivers and motivations

  • Develop the distributor capabilities to broaden their access to markets and product portfolio

  • Provide sales coaching to distributor sales teams to help them sell the value of Hitachi C&M product solutions.

  • Encourage and support the deployment of CRM systems and where possible encourage the use of the Hitachi’s own portal to increase business efficiencies in the area of reporting and order processing. Ensure its use for product warranty registration, key projects, key accounts and OEM customer recording. 

  • Provide consultative business advice

  • Align Hitachi deliverables & service level agreements with end customer expectations

  • Instil the philosophy of customer satisfaction within distributor and encourage the adoption of systems that measure performance.

  • Create joint business plans with distributor and work closely with them to deliver initiatives and actions to achieve sales growth and performance targets

  • Deliver monthly forecasts and provide sales performance reports to C&M manager

  • Identify any divergence from budget plan and create corrective action plans

  • Where justified, establish new distribution channel in country / region

  • Support the recruitment and on boarding of new distributors, key accounts and OEMs

  • Develop and refine effective planning tools (example and processes and ensure that they deliver transparent reporting that enables strategic and tactical decision to made about the whole coding and marking business in the EMEA region.

  • Collect market trends and pricing and communicate these to regional and global development teams to ensure products comply with market needs and requirements.

  • Manage pricing and discount negotiations according to an agreed escalation process

  • Look for opportunities to develop new business and work with marketing to provide compelling and successful business opportunities for distributors.


Qualification & Experience:

The candidate will have 3 or more years proven experience as a distributor sales or regional sales management.

With excellent communication, presentation & coaching skills will have the ability to build relationships with independent business entrepreneurs and help their sales teams to improve selling performance and closure rates.

Show empathy and the ability to work well with different cultures and personalities

Ideally with a background in sales of industrial equipment or packaging within FMCG manufacturing and experience in support of selling technical products through indirect sales channels.

Key skills:

Motivate and drive distributors to win with Hitachi coding products in their market, ensuring that a value-add sales approach is adopted.

Gain respect and acknowledgement from distributor principals and staff, demonstrating the value that you can add.   

Good organisational skills with the ability to set priorities and effectively manage time.

Collaborate with marketing to develop campaigns, support new product launches and initiate lead generation plans through exhibitions and Distributor organised events.

Ensure that the sales and marketing team deploy CRM to record and monitor sales process, market customer and distributor performance.

Maintain a deep understanding of customer needs and monitor their preferences against defined satisfaction performance KPIs.

Support the negotiation and periodic renewals for Distributor and customer contracts.

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