Distributor Manager - Field Sales / BD - Mining

$115K - $135K ($100K - $120K base + 15)
Posted on 02/06/18 by Ron Levis
Confidential Company
Cheyenne, WY
11 - 15 years experience
Metals & Mining
$115K - $135K
($100K - $120K base + 15)
Posted on 02/06/18 Ron Levis

Blue Line Talent is looking for an accomplished Distributor Manager for a large equipment services organization in the mining industry. We seek a Distributor Manager with strong field salespreferably managing third party distribution relationships in mining equipment. This is a direct hire opportunity with excellent benefits in the Denver, Colorado area and supporting the Rockies region.

About the Client: 

• A large global engineering company.

• Benefits include comprehensive healthcare, generous 401(k), and bonus plan.

Location: Denver, Colorado area (or a proximate regional location near a major airport)

Position Title: Distributor Manager - Field Sales/BD

Position Details:

• Responsible for sales and sales growth, business development and implementation of the distribution management program and related strategies for distributors in regional territory.

• Pursue sales growth of the distributionproductportfolio via implementation of the company distribution management program.

• Use 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 company and the distributors may develop commercial responses to reverse same. 

• Actively promote company systems, engineering and equipment capabilities at all assigned distribution partners and end users.

• Participate in selected key account relationships, support and collaborative programs as assigned and directed by the DirectorDistributionSales

• Travelwithdistribution field sales people to supportselling efforts, monitor distributionsales management processes and measure distribution resource competencies. Take corrective actions as required.

• Provide regular forecasts for key products.

• 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 distribution mgt. support team and product line support functions to ensure timely, effective technical support, training, trouble shooting and distributor development programs.

• Ensure all Company and distributor field related activities in the assigned territory focus on delivery of exceptional service, and up-to dateproduct 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 the Company and the assigned distribution partners.

• Work with the distributionsupport 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 re competitive pricing and sales activity to the market area mgt. 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.

• Travel up to ~75%.

Experience Profile:

• BS degree in Business, Marketing or Engineering, or equivalent.

• 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 mining 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.

• A strong understanding of core processes of the aggregate industry and contractor customer segments.

• Ability to travel to 75% 

• Stable record of direct employment

Helpful/Preferred:

• MBA or mastersdegree in an applicable subject.

• Experience in mining plant maintenance, planning, and project management in the mining industry.

• Experience in mining equipment maintenance, repair, upgrades, and operation.

• Experiencewith mining equipment - crushing, mills, grinding, linings, screening, etc.

NOTES:

• Can work from any US locationwithin commuting distance to a major airport

• Local candidates preferred (can reside in Denver or another major city in the region)

• Some relocation assistance can be available 

• Not available for Corp-to-Corp, no third parties please 

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