Distributor Manager - NW USA & Western Canada

Location: Seattle, WA
Date Posted: 03-06-2018
 
Job Description
 
 
Responsible for sales and sales growth, business development and implementation of the Metso distribution management program and related strategies for Metso distributors in assigned geographical territory. 
Includes responsibility for Metso’s full range of Minerals Capital and Minerals Services products.
 
  • Pursue sales growth of the distribution product portfolio via implementation of the Metso distribution management program.
  • Use the jointly developed Business Plans and related Activity Plans as the major tools for business discussion and business development planning of assigned distributors.
  • Assist in the evaluation, recruitment, and appointment process of new distributors. Participate in the formulation and implementation of remedial actions with existing distributors.
  • Monitor and evaluate sales and distribution trends for the different products, carrying out market analysis to identify potential, opportunities, and variances.
  • Report and maintain status of all Sales Opportunities via Sales Force database
  • Quantify, understand, and report Lost Sales activity via Sales Force so that Metso and the distributors may develop commercial responses to reverse same.
  • Participate in selected key account relationships, support and collaborative programs as assigned and directed by the Director Distribution Sales.
  • Travel with distribution field sales people to support selling efforts, monitor distribution sales management processes and measure distribution resource competencies. Take corrective actions as required.
  • Provide regular forecasts for key products as directed by the Director Distribution Sales.  
  • Maintain agreed sales policies, activity / call reporting and performance standards as directed by the Director Distribution Sales.
  • Develop a clear understanding of territory-distributor activity and end customer needs. Effectively communicate and document this information to management and product line personnel.
  • Liaise with the Metso distribution management support team and product line support functions to ensure that timely, effective technical support, training, trouble shooting and distributor development programs are maintained.
  • Establish and maintain a good company image within territory by ensuring all Metso and distributor field related activities in the assigned territory focus on delivery of exceptional service, a professional business-distribution management attitude and up-to-date product knowledge.
  • Work with the market area management and product line support functions to secure a solid business development agenda for the assigned distributors.  Direct the business agenda toward growth of services and capital equipment sales and positive margin development for Metso and the assigned distribution partners.
  • Work with the Metso distribution support team and market area marketing team to develop effective marketing strategies, plans, and programs to maximize creation of new business opportunities.
  • Provide formal market intelligence regarding competitive pricing and sales activity to the market area management and product lines. 
  • Build long-term collaborative relationships with distributor principals, senior executives, technical and sales personnel.
  • Take responsibility/accountability for distribution partner satisfaction and problem resolution.  With assistance from the distribution support team, implement a formal program to measure distributor satisfaction on a regular basis. Be proactive in solving problems occurring between the distribution partner and Metso including escalation to higher authority when deemed necessary.
  • Perform other duties as assigned by market area management from time to time
 
 
 
 
Requirements
 
 
  • Degree in Business Administration, Marketing and / or Engineering
  • Minimum 10 years experience in field sales preferably managing third party distribution relationships.
  • Experience in managing complex matrix relationships
  • Clear understanding of and experience in sales of services (aftermarket) products and capital equipment. 
  • Familiarity with the broad range of Metso construction equipment, spares, wears, consumable products and associated services.
  • An understanding of distributors and related end user businesses, their decision making processes, and operating principles is essential.
  • A strong understanding of core processes of the aggregate industry and contractor customer segments.
 
 
 
We Offer
 
 
  • Friendly, respectful environment
  • Challenging opportunities that contribute to the development and enhancement of Metso’s industry leading solutions
  • Opportunity to work in a global community
  • Pride in working for an industry leader in mining, aggregates, recycling and oil and gas (one of the top employers in Finland!)
  • Competitive healthcare options, 401K matching, flexible work schedules, tuition reimbursement, and much more!
 
Watch this video to learn more about Metso:  http://www.metso.com/company/about-us/
 
 
 
 
Additional information
 
 
All applications will be given equal consideration regardless of race, sex or sexual orientation, age, religion, veteran, disability or any other legally protected status.  Metso takes pride in being an equal opportunity employer.
 
 
 
Metso is a world leading industrial company serving the mining, aggregates, recycling, oil, gas, pulp, paper and process industries. We help our customers improve their operational efficiency, reduce risks and increase profitability by using our unique knowledge, experienced people and innovative solutions to build new, sustainable ways of growing together.
Our products range from mining and aggregates processing equipment and systems to industrial valves and controls. Our customers are supported by a broad scope of services and a global network of over 80 service centers and about 6,000 services professionals. Metso has an uncompromising attitude towards safety.
Metso is listed on the NASDAQ OMX Helsinki, Finland, and had net sales of about EUR 2.6 billion in 2016. Metso employs over 11,000 persons in more than 50 countries. Expect results.
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