Job Description

Regional Sales Manager

Department: Sales - Distributor Sales

Employment Type: Permanent - Full Time

Location: UK/Basingstoke

Reporting To: EMEAD Sales Director

Description

The Regional Sales Manager is responsible for all sales of Glory products in a variety of countries across East Africa, but potentially some markets in Europe. As Glory does not sell directly in these countries, the role is to manage and build a network of local distributors, and ensure the right solutions are proposed to key customers.

Glory Global Solutions has a unique range of solutions for the Financial & Retail sectors and we are looking for a Regional Sales Manager (RSM) who has keen to develop a career in the cash automation and payment solution Industry (hardware, software and consultative services). The RSM will use their previous knowledge and sales experience of working in a technology industry to develop existing and new business solutions within varied and challenging market places. Experience of working in the developing economies is important, ideally within East Africa.

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.
• Apply all best practices in distribution management processes to build strong trusted relationships.
• Maximising revenue and market share from sale of Glory products in assigned territories through selection and management of appointed business partners.
• 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.
• Identify and appoint new distribution channels in the designated region.
• Qualify and 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 from the UK to 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 EXPERIENCE AND QUALIFICATIONS

Education Level:

• Experience of working, living or travel in developing countries, where cultural sensitivity, adaptability, problem solving and patience is needed
• Previous experience in selling technology solutions to distributors or channel partners
• Proven success in growing sales and profitability of business to customers via a distribution channel
• Exemplary customer interaction and negotiation skills.
• Fluency in English

Qualifications:

• High degree of commercial acumen.
• 3-5+ years’ experience of proven success selling technology solutions.

REQUIRED SKILLS AND COMPETENCIES

• Build trust and relationships quickly.
• 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.
• Maintains an entrepreneurial spirit to take ownership of his/her assignments
• The ability to work with cross-divisional and cross-functional teams.
• Ability to converse with C-level executives
• Experience travelling independently in developing countries.
• 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, and execution of orders as needed
• Accurate Sales forecasting.
• Prepare Travel reports and actions for each trip.
• Excellent written communication skills.
• Strong team player with ability to engage and gain support of internal stakeholders.
• Confident when presenting to customers, partners, and Glory leadership team.

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