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Contact Riana Becker:
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Industry: Building, Construction and Engineering

Date posted: Thu, 12 Jan 2017

Location: East Rand,

Expires: Mon, 13 Mar 2017

Compensation: R600000 - R950000 (Negotiable)

Reference Number: copy-MINING SALES

Job Description

My client is a well established multi national engineering manufacturing company supplying specialised SAFETY capital equipment to the mining industry.

We are looking for an expert sales/business development manager who will manage the extensive distribution network - including branches, agents and distributors to grow the business locally but also in Africa.



Job Title:         Distributor Business Manager

Division:          Business Region

Reports to:      Market Area Head of Distribution



The overall management of an external sales organisation network in the specified Market Area territory in accordance to the company  distribution policies and procedures



Strategy process and targets

-        Implementation of the distribution strategy for the company

-        The overall responsibility for all sales through external partners within the stated territory, including meeting the performance targets (CE and Services), which are set annually and are included in the annual business plan.

-        The follow up of distributor performance, developing with the distribution director corrective action plans when required.

-        The responsibility for developing and implementing training programs for individual distributors ensuring the required skill and personnel levels are within the partner’s organization


Operations / Sales and services

-        Executes operatively the distribution business strategy

-        Identifies and proposes territory development plans

-        Identifies distributor candidates and assists in negotiations of distributor standard contracts

-        Implements the company  distributor policies, guidelines and tools

-        Manages the interface with the business lines to ensure sufficient sales, service and technical support for distributors


Supporting functions

-        Gathers together market intelligence on current distributors, distributor candidates, competitors and customers and distributes it as appropriate.



-        All partners correctly categorized by distributor, dealer or agent with the rewards based pricing structure rewarding distributors holding both services and CE inventory implemented and administered

-        Pre contract check list completed and approved prior to any new distributor appointment

-        All policies contained in the distribution manual implemented and maintained

-        New distributor terms and conditions (including inventory holding) implemented, adhered to, and managed

-        Ensure that the distributor completes by the required dates the following

  • Annual business
  • Annual territory and competitor landscape report
  • Monthly sales forecast services and capital equipment
  • Annual evaluation of report by sales external organization with recommended development actions

-        Distributor training initiative management to ensure staff are to the required skill base

-        Management of sales external organization to ensure investment in staff and inventory




-       Reports to Business Region Director of Distribution with a strong dotted line to the Territory Manager/ Director

Internal interfaces

  • Sales area and office management
  • Other distribution managers
  • Business line sales, and technical support
  • Business line product management
  • Supply chain order offices

External interfaces:

  • Current distributors
  • Distributor candidates
  • Customers
  • Aggregates Industrial Community Associations and Societies, as appropriate and agreed with  Distribution Management


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