Purpose of Position
Lead sales growth across Gilbarco Veeder Root’s direct and indirect sales channel in NEA assigned region along with achieving the assigned profit margin. Build a highly-committed indirect sales channel by selecting the right partners, developing relationships, consulting partners on actions that lead to growth, and motivating partners to increase their commitment to the GVR product line. Support and cooperate with Territory Managers, local team, Product Managers to drive initiatives through sales channels.
Build, maintain and strengthen high commitment relationships with GVR distributors and clients by understanding their market conditions and business objectives. Develop and sustain high commitment relations with key accounts (at various organizational levels) in the market and develop dedicated strategic key account plans and distributors’ plans to ensure maximized market share of GVR. Create a collaborative working relationship with each GVR associate to find effective ways to invest in the GVR product line, to win/maximize market share, and ultimately to grow GVR product sales in the region. Sustain standard work for managing our channel partners (distributors) by conducting annual and regular strategic market assessments, setting objectives, creating action plans, and regularly reviewing performance to ensure growth targets are met. Conduct frequent action plan and sales metric reviews with GVR channel partners to enable effective measurement of success and to ensure the team is focused on GVR sales growth and customer service excellence. Motivate distributors with effective management of incentive schemes and programs (bonus schemes, marketing support, free training, etc.) Continuously assess channel strategies and partner selection for each market (developing current partners further and recruiting new ones as necessary). Ensure diligent and timely negotiation for renewing contract/compliance agreements with existing partners, and the same for adding new GVR partners. Drive and maintain full compliance with Fortive policies and international laws relevant to channel management, in particular export control and anti-corruption regulations, across Gilbarco Veeder-Root MENA Support distribution marketing and training events for the assigned region. (MENA distributor conference, country trade shows, and other relevant events) Collaborate with GVR’s marketing and product managers to develop marketing initiatives for distributor needs, in particular the distributor extranet, sales and technical training events, marketing materials, payment terms, and a regular Distributor Newsletter.
Measures of Performance
Sales targets achieved through direct selling and distributors, without major involvement from GVR personnel Profit margin levels New accounts/segments penetration Other funnel management KPI’s including (healthy funnel size, added funnel opportunities, time on territory, Updated CRM/SF data and relevant action plans)
Gilbarco Veeder-Root represents the leading brands of solutions and technologies that provide convenience, control, and environmental integrity for retail fueling and adjacent markets. In 2002, the Gilbarco and Veeder-Root companies combined into one marketing brand, with distinctive and complementary business lines, services, and sales capabilities.
Gilbarco is a leading global supplier of fuel dispensing equipment, fully integrated point of sale systems for the global petroleum marketplace with sales, manufacturing, research, development, and service locations in North and South America, Europe, Asia, Middle East, the Pacific Rim and Australia.
Fortive Corporation Overview
Fortive is a diversified industrial growth company based in Everett, Washington, with 24,000 employees worldwide. Our strong portfolio is comprised of recognized, global leaders in attractive markets, and we generate more than $6B in annual revenue.
At Fortive, our vision is to keep the world moving forward.
Our people are passionate about making the world stronger, safer and better.
Our diverse businesses are industry leaders, driving breakthrough innovation in instrumentation, transportation, sensing, product realization, automation and franchise distribution.
Our shared culture has deep roots and reflects our drive for continuous improvement, with the Fortive Business System at its core.
Our leaders contribute deep expertise drawn from a wide range of industries.
Fortive, The Essential Technology Company
Although Fortive is a new company, our roots run deep. Our portfolio is built with strong brands that are established leaders in the markets they serve. Our operating companies have long histories of solving customers’ critical needs. And our heritage dates back to the earliest days of the globally renowned Danaher Corporation. This singular combination of past success and forward-focused innovation makes Fortive uniquely positioned to create, implement and accelerate progress.
In the early 1980s, Steven and Mitchell Rales envisioned a manufacturing company dedicated to continuous improvement and customer satisfaction, which led to the creation of Danaher. Danaher was one of the first companies in North America to adopt the principles of kaizen, a Japanese philosophy of continuous improvement, and its unique and rigorous interpretation of this approach shaped the Danaher Business System (DBS). Fortive’s leaders have deep experience overseeing and implementing DBS, and will continue to guide its evolution as the Fortive Business System (FBS). Our business will evolve, but the guiding principles of FBS—continuous improvement and customer satisfaction—remain steadfast.
Everything we do is designed for a world that thrives on speed and rigor, and we are deeply committed to delivering essential technology that makes the world stronger, safer and better. We are passionate about powering progress at a global scale to advance the greater good.
This is our vision for the future—the vision we're aggressively pursuing—as we build a global diversified industrial growth company to drive the world’s essential technologies forward. Fortive is strength in motion.
Background and Skill
Master of Business Administration (preferred) or comparable degree At least seven years in middle sales management and strategy, with experience in the Middle East/GCC region Preferably 2-3 years of experience managing indirect sales channels/distributors Proven track record of sales growth achievements and penetration Clear concept of the culture necessary to build a highly developed indirect sales organization, with the motivation and ability to build and drive partners to increase sales Fluent in English and Arabic, to the degree that complex negotiations can be mastered Extremely well-organized and -structured Well-spoken, at ease in social situations, well-mannered, professional appearance High level of self-starting skills
Personal Trait Profile
Strategic thinker, able to form a vision/path and drive the organization towards it Leader, but also able to work in teams and get group buy-in Well-structured and organized, focuses on the critical few.(will be managing a number of partners in addition to direct relations with key accounts across a number of countries and will be travelling within the region) Strong business growth aspirations: strong growth/achievement orientation Energetic, bright, and articulate with good communication and presentation skills Commercially astute with an ability to spot an opportunity