Manage Glory’s distributor network and sales across Europe and Africa. Responsibilities include developing existing and new distribution channels, executing regional sales strategies, growing revenue and market share, selling complex cash automation solutions, managing CRM and CPQ activity, forecasting sales, supporting customer pilots and proof-of-concepts, and traveling up to 30% across assigned territories.
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
About
Global Leaders in Customer Experience Automation With a culture rooted in innovation, each day Glory’s people are transforming our customer’s businesses. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years, and a global leader for more than a decade. That’s a reputation we’ve earned by combining our pioneering software and hardware with our dynamic people. Because alongside our technology, it’s our people who are driving our successes. Why Join Us Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in innovating the future of business transformation. Glory ValuesThe Glory Values are our ethos of working together, diversity and innovation: a practical blueprint of how we work together. We live our values wherever we are – with both colleagues and customers. Glory Values help us meet new challenges and exceed expectations. And they help us further our skills and work with trust and respect. Customer Delight. We put our customers first.Integrity. We do the right thing, always. Innovation. We embrace new challenges and share the future. Speed. We move fast, that’s how we stay ahead. Diversity & Respect. We value the strength in our differences. Teamwork. We succeed together.
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