Indirect Sales Manager at Epiroc

The mission

• Define and implement an indirect sales strategy that actively contributes to increasing market share and maximising sales across all divisions in Southern Africa region.

The role    

• Develop, coach, and support the individual Indirect Sales Partners in customer meetings, ensuring customer engagement as per The Epiroc Way to improve collaboration & qualification of the deal.
• Support distributors to identify, convert and grow market/ sales opportunities in their assigned areas of responsibility.
• Work within approved prokura with credit management, pricing, and discounts to ensure that there is minimum risk to the company.
• To create and execute individual and specific Partner business plans.
• Implement a regular feedback process, to measure and manage Partner Performance regarding, forecasting, quarterly business reviews and development sessions etc.
• To be responsible for ensuring the Partner organisations have a clear and structured enablement plan for sales and technical skills which directly aligns to the business plan.
• Monitor and challenge performance delivery for each indirect sales partner with monthly performance reviews that seeks to continuously implement solutions that help growth. 
• Provide accurate forecasting to the respective divisions Business Line Managers.
• Recruit, onboard, and develop new partners.
• Ensure internal alignment between sales, marketing, supply chain and credit control. Develop and maintain good working relationships and processes with all support functions to assist sales in resolving complex issues.
• Gather relevant sales, marketing and competitive data related to the indirect sales partner market and performance.
• Provide monthly forecasts, monthly/ quarterly updates on IDS-related KPI's.
• Develop and implement a Multi-brand Sales and Pricing Strategy for Southern Africa.
• Conduct regular analysis of sales data, market trends, competitor, and customer behaviour, etc. and use this information to develop territory-specific business plans and revenue forecasts for the multi-brand product.
• Develop and maintain an account base to achieve Multi brand revenue goals.
• Ensure leads and opportunities are accurately and timeously captured on salesforce.
• Prepare sales call and activity plans for the month ahead.
• Prepare monthly sales activity and related revenue reports for Business Line Managers. 
• Participate in the respective divisional forums, providing feedback on market trends, channel strategy and local conditions to succeed.
• Work closely with the Regional Sales Managers' and Regional Corporate Responsibility Manager to identify Enterprise and Supplier Development opportunities in the respective territories to support inclusive procurement plans, as well as indirect sales/ multi-brand strategy.

Competences, skills and experience    

• A strong understanding of partner management.
• Commercial acumen.
• Strategic thinking
• Confident, good team player
• Ability to work independently and under pressure
• 10+ years sales experience. 
• Proven track record in recruiting and managing dealers/ distributors/ resellers. 
• Good knowledge of the mining and construction industry in Southern Africa.
• University degree in marketing, sales, business management or similar. 
• Post-graduate qualification will be advantageous.

Behaviors    

• A strong understanding of partner management.
• Commercial acumen.
• Strategic thinking
• Confident, good team player
• Ability to work independently and under pressure