Careers

Main Purpose of the role
This senior role is an essential member of the sales leadership team and will drive the channels strategy across the Southern Europe region. Accountable for delivering an annual orders plan for capital equipment and aftersales through distributors, agents and other indirect channels to market.

Manages and recommends channel partner enablement programs to ensure growth in our channels in line with business expectations. Establish annual business plans with all key partners and at defined intervals review and report channel partner performance; internally facilitate dependencies with relevant stakeholders. Drive corrective actions for ‘off track’ and reward over-performance.

Collaborates with regional General Sales Managers to ensure alignment with direct sales tactical activities and minimize channel conflicts.

Engage with Business Unit and Product Managers to facilitate brand specific activities associated with market insight, product launches, campaigns, training and competitor analysis.

Success in this role will require strong commercial competencies, a blend of effective channel management skills and motivation to drive significant growth through channel partners.

Primary Responsibilities

• Ensure a customer centric sales culture through our channel partners across the Southern Europe region and customers are supported to Ishida standards to maintain the required levels of customer satisfaction
• Develop and be accountable for a 3 year indirect sales business plan for the region in line with Ishida Europe strategic plan to include existing and potential channel partners
• Manage and develop our channel partners in the region to include annual business planning reviewed quarterly including realistic and challenging performance goals
• Drive channel partner performance through prescribed channel enablement and partner programs to deliver indirect annual orders plan and volumes
• In collaboration, ensure effective territory coverage and penetration for Ishida products and aftersales with activity-based management of call rates, conversion rates, pipeline development across all product groups
• Provide accurate and timely orders forecasting, pipeline management and performance reporting as required
• Lead and manage a channel sales team across the Southern Europe region accountable to ensure a consistent and structured approach to channel management
• Manage key relations in channel partners and interface with internal functions to drive highest levels of satisfaction and performance
• Facilitate technical training across Ishida products to meet required competency levels in channel sales, sales support and service functions
• Proactively identify opportunities for channel process improvements
• Prepare regular and detailed reports to functional leaders in relation to;
• Market insight
• Competitor activities
• Channel performance
• Corrective actions
• Channel dependencies

• Ensure compliance with Ishida policies and governance processes in accordance with guidelines and adherence to regulatory and legislative requirements

What skills are we looking for?

The ideal candidate  must possess specific technical knowledge and sales experience in the food or pharmaceutical capital equipment supply industry. You will demonstrate strong leadership skills, excellent negotiation abilities, and a high level of influence, with the capability to communicate effectively at all levels. In addition to being fluent in English, you must be bilingual, able to read and write in either Italian or Spanish.

To be successful in this role, you will also have excellent interpersonal skills and be an experienced manager within a business-to-business environment, with a proven track record in managing and leading indirect sales teams.

In order to be shortlisted you must demonstrate that you meet as many of the essential criteria and capabilities as stated above.