Job Description
Regional Sales Manager
Department: Sales - Distributor Sales
Employment Type: Permanent - Full Time
Location: UK/Basingstoke
Reporting To: EMEAD Sales Director
The Regional Sales Manager is responsible for all sales of Glory products in a variety of countries across Europe, East Africa and Southern Africa. The current primary markets are Estonia, Latvia, Lithuania, Turkey, Kenya, Rwanda, Uganda, Tanzania & South Africa. As Glory does not sell directly in these countries, the role is to manage and build a network of local distributors.
Glory Global Solutions has a unique range of solutions for the Financial & Retail sectors and we are looking for an experienced Regional Sales Manager (RSM) who has expertise within the area of cash automation technology (hardware, software and consultative services). The RSM will use their current knowledge and experience to develop existing and new business solutions within these market places, including POS (point of sale) cash automation, Back-office cash management solutions, TCR’s (Teller Cash Recyclers), Cash sorters, DTP (desk top products), software and services.
Key Responsibilities
- Maintain and develop existing distributor relationships to provide excellent customer service.
- Identify and qualify new business opportunities and new markets for all Glory products and solutions.
- Identify and appoint new distribution channels in the designated region.
- Maximising revenue and market share from sale of Glory products in assigned territories through selection and management of appointed business partners.
- Apply all best practices in distribution management processes to build strong trusted relationships.
- Define and execute the sales strategy in each market and promote the best solution portfolio.
- Formulate and execute a regional business plan for the achievement of associated revenue, profit targets and market growth.
- Develop new market segments and grow sales of current product portfolio and new technologies, such as Ubiqular, Acrelec & Flooid
- Document and manage all sales activity and opportunities in CRM (Oracle Sales Cloud), and process orders in CPQ (Configure Price & Quote)
- Travel regularly within the geographic territory (up to 30% of the time)
- Attend trade shows and events to promote Glory and industry thought leadership.
- Effectively utilise all internal resources to provide the most appropriate and timely support to our customers and prospects.
Skills, Knowledge & Expertise
REQUIRED EDUCATION AND QUALIFICATIONS
Education Level:
- Previous experience in a distribution management/ sales role with an intentional remit.
- Proven success in growing sales through the management and establishment of an international distribution channels.
- Exemplary customer interaction and negotiation skills.
- Fluency in English
Qualifications:
- High degree of commercial acumen.
- Extensive experience of proven success selling Cash automation solutions.
REQUIRED SKILLS AND COMPETENCIES
- Build trust and relationships quickly.
- Selling complex solutions.
- Experience in consultative & solution selling with a competitive mindset
- High integrity and good understanding of the banking, retail and CIT sectors in the diverse and complex markets.
- Ability to converse with C-level executives
- Maintains an entrepreneurial spirit to take ownership of assignments
- Support and educate existing and new partners to execute Proof of Concepts (POC), Customer pilots and Return of Investment (ROI) justifications.
- Diplomacy.
- Negotiation.
- Empathy and patience.
- Strong administration skills to manage CRM & CPQ
- Accurate Sales forecasting.
- Prepare Travel reports and actions for each trip.
- Excellent written communication skills.
- The ability to work with cross-divisional and cross-functional teams.
- Strong team player with ability to engage and gain support of internal stakeholders.
- Confident when presenting to customers, partners, and Glory leadership team.
- Experience travelling independently in developing countries.
Job Benefits
- Sales commission bonus plan
- 25 days' holiday a year with the opportunity to buy up to five additional days
- Competitive company pension scheme
- Ongoing training and development
- Private medical insurance for all employees (enhanced membership can be purchased for other family members)
- Dental insurance for all employees
- Life assurance
- Income protection scheme
- Employee assistance programme
- Employee My Benefits portal offering extensive retail discounts
