GTS - Commercial
No. of Positions
1
Job Description
Key Result Areas
- Deliver the Key industries Sales Out Plan: Deliver both topline and bottom line, from an existing set of partners and new channel partners.
- Brand and SBUs responsible for: DEWALT Power Tools, Accessories and Lasers and STANLEY Hand Tools, Power Tools, Accessories and Lasers.
- Managing existing partners: Periodic meetings with existing partners, with their sales head, marketing head, sales team and digital team. Provide end to end solutions on products, price, marketing and promotions. Driving quarterly promos, in coordination with internal trade marketeers to gain market share, still protecting the bottom line.
- Developing New partners: Prospect and close new partners that bring added value to the business and can be strategic for new segments/sectors (Oil& Gas/ mining/ industrial) and grow in an existing segment. Further nurture them to become future top partners.
- Work hand in glove with the Sell-in team to ensure sell in translates into sellout.
- Periodic Commercial reviews: Ensure to have periodic dealer and sub-dealer / end user performance reviews (Sell-in, Sell-out & Inventory) and generate required reports.
- Relationship management: Develop and maintain strong relationship with key dealers/ dealer sales team.
- Forecasting: Timely forecasting of products with customers across all product categories in line with the Stanley Hand Tools & Storage business model.
- Manage DSO: Ensure partners adhere to payment terms.
ANALYSIS
Knowledge of critical information relating to business. Key areas: Market size, market share, key product category business (actual and potential) and competitor activities.
- Market trends
- Environmental factors
- Internal + external sales review
Sales planning by Quarters and long-term plans (OP). Planning would involve detailed forecasts from key dealers.
- Strategies and tactics for achieving Sales targets
- Pricing with commercial evaluation
Effective implementation of agreed sales plans and programs in the marketplace.
Engage relevant members of the team both sales and support functions to ensure implementation of the plans and programs
MONITORING/TRACKING
Performance comparison of actual and planned sales results, examination of reasons for variance and evaluation of need for plan revision.
- Monthly review + analysis of sales
Accountability
- Financials (NSV + SGM) - Sales & Financial targets for the assigned territory / partners
- Responsible for the commercial business objectives for the assigned territory / partners
- Develop effective communication strategy to enhance relationships with key accounts/customers/dealers
- Manage market operational requirements - forecasting/service levels etc.
- Co-ordinate and participate in Key Account presentations
- Develop new channels of distribution
- Develop new segments and entry to sectors such as Oil & Gas/ Mining/ Manufacturing etc
- Understand the Market requirements and implement actions accordingly
- Communication/Listening Skills - excellent communication and presentations skills. Able to discuss, negotiate and convince others - using appropriate language - across a wide range of people, including cross-functional teams in Dubai HQ, senior leaders and key accounts
- Customer Focused /Strong Key Account Management Skills- high level of understanding and ability to deliver on the needs of the customer both internal and external
- Teamwork - important to work with wider and engage cross functional support.
- Planning & Implementation Skills - ability to put together a business plan with strong implementation skills
- Drive and Initiative - drive and energy to succeed to hit strategic plan targets. High level of enthusiasm and determination with ability to transfer this to others
- Coordination Skills - essential to manage and drive other functions (i.e. sales/supply chain) inspire, drive, push and motivate to meet targets and to achieve outcomes. Ensure leadership direction. Strong coordination skills.
- Commercial awareness - understanding the industry, the market needs and trends, pricing and translate that into actions that enable us to be competitive.
- Personal and Professional Integrity - represent the company and brands to the highest standard
- Quick learner: Ability to learn fast on the product range, its applications and competition equivalents. Present techno-commercial proposals internally and externally to win on big opportunities.
- Sales, Marketing, Finance, Customer Service, Distribution, Demand and Supply Planning, Logistics
ANALYSIS
Knowledge of critical information relating to business. Key areas: Market size, market share, key product category business (actual and potential) and competitor activities.
- Market trends
- Environmental factors
- Internal + external sales review
Sales planning by Quarters and long-term plans (OP). Planning would involve detailed forecasts from key dealers.
- Strategies and tactics for achieving Sales targets
- Pricing with commercial evaluation
Effective implementation of agreed sales plans and programs in the marketplace.
Engage relevant members of the team both sales and support functions to ensure implementation of the plans and programs
MONITORING/TRACKING
Performance comparison of actual and planned sales results, examination of reasons for variance and evaluation of need for plan revision.
- Monthly review + analysis of sales
Requirements
Formal Qualifications:
- Bachelor's degree
- Management qualification preferred
- Ability to communicate fluently in English
- 5 years+ relevant sales experience
- Technical understanding of products. Competition knowledge.
- Strong Financial/Commercial skills awareness - essential to drive and understand the numbers and to hit the financial targets
- PC Skills is essential to maintain control, develop presentations and speed of response - analysing data and tracking supply (MS Power Point and Excel).
Sales
FLSA (For US Only)
Exempt
Region
Southeast Asia
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Stanley Black & Decker