European Sales Director - IT Channel

Job content

Due to the ongoing growth of our business, Kensington are pleased to be looking for a dynamic European Sales Director to join our team.

The European sales director will be responsible for Kensington sales delivery with IT channel partners i.e. Distributors, and Value Added Resellers across the EMEA region, Export Customers in the Middle East & South Africa and OEM partners such as Dell, Apple, & HP. The successful applicant will play a key role in defining the business strategy for the region and will lead a team of 17 experienced sales executives located across the EMEA region.

This position reports to the Vice President Kensington EMEA.

Key Tasks & Accountabilities

• Deliver Sales Targets for the nominated region/channels. Prepare regional budgets and forecasts in accordance with internal processes.
• Provide clear leadership; to motivate, and, develop the local sales team members to ensure we have the best talent.
• Develop and deepen strategic business relationships with Key Channel partners to increase KTG market share.
• Maintain a high engagement/alignment from/with the channel marketing team with a clear focus on delivering ROI on channel program investments (i.e. MDF, VIR) and delivering profitability through pricing discipline.
• Partnering with the European Enterprise Sales Director, develops a strong pipeline of sales opportunities by nurturing large enterprise customers directly and pull demand back through ‘the channel’. Identify and target specific vertical market opportunities e.g. Financial Services, Manufacturing, Healthcare and Public Sector, closing opportunities with large corporate end-users.
• Be a key member of the Kensington European Sales leadership team. Contribute to the formulation of European and regional strategy and execution.
• Ensure we collect and utilise from all key Partners POS/WOS data to understand and manage sales velocity and inventory.
• Drive adoption/utilisation of SFDC as the go to tool for managing all sales activities e.g. Leads, contacts, opportunities, pipeline, QBR, program agreements, etc.
• Increase customer intimacy by deepening our relationships with Gold & Silver reseller Key Sales Executives across the region.
• Use distribution partners to increase Kensington’s reseller breadth through reseller recruitment by maintaining a wide network of contacts at all levels across the channel.
• Implement effective business plans with distributors and key B2B Resellers and e-Tailers, in order to meet or exceed business unit goals.
• Work with the channel marketing team to execute local Channel/Marketing campaigns with customer base that aligned to the central business strategy.
• Use and maximise database marketing tools such as Linkedin & SFDC to enable 1:Many communications to strategic channel partners.
• Ensure Kensington product marketing information/content with customer systems/websites.
• Negotiate contracts with multiple channel partners and monitor compliance of agreements.
• Implement and maintain channel Kensington’s pricing policy with customers to avoid channel conflict.
• Coordinate and provide RPM’s with competitive data, VOC Feedback, regional trends etc.
• Prepare & monitor accurate forecasts – liaise with internal/external contacts (Customer, RPMs & Supply Chain), analysing customer POS.
• Planning & scheduling of customer meetings and conduct regular QBRs with Key partners an maintain SalesForce.com (SFDC)
• Preparation and Presentation of customer proposals – competitor analysis, range identification, pricing, samples, category management proposals, etc.
• Liaise closely with the internal stakeholders, Customer Services and finance (AR & AP), logistics to resolve issues and ensure high customer service levels are maintained.
• Manage business processes e.g. SOA/RMA approvals, Program Payment Administration, expenses, reporting, etc.

Knowledge & Experience:

• Extensive proven experience in a Senior Sales Leadership position from a Technology background.
• Proactive and strategically minded with a commercial attitude focused on results and delivery of targets
• Ability to manage complex projects and broad stakeholder groups to work through priorities and deliver the maximum benefit to the organization from any investment
• Ability to co-ordinate, engage and mentor a team to ensure maximum productivity at all times
• Budget management and understanding of P&L drivers
• Proven experience of strategy documentation and execution as well as communication and presentation capabilities
• People Management, Coaching & Team Leadership.
• Strong presentation & negotiation skills – ability to present at all levels (both internally & externally)
• Proven experience of developing/delivery business plans.
• Entrepreneurial with sound commercial & business process knowledge.
• Tenacious & Results orientated with the ability to positively influence key stakeholders.
• Ability to adapt focus activity and drive to suit market conditions.
• Strong team working ethic, flexible approach, excellent interpersonal skills.
• Must be a strategic thinker, who demonstrates strong analytical & commercial skills. Along with problem solving and decision making skills.
• Must have project management capabilities, cross-functional collaboration and communication skills.
• Time management skills - ability to organize work, manage time, and work on multiple projects in a fast paced environment.
• Ability to clearly communicate product, marketing and design objectives.
• Must be technology savvy - understand and be familiar with current technology trends including how consumers use technology for both personal and business uses.
• Must be able to develop marketing plans and lead a cross functional team to execute.
• Much be able to travel internationally to meet customers and attend internal meetings.
• Fluent English, 2nd language highly advantageous.
• PC literate with Excellent PowerPoint, Advanced Excel & Word skills.

Measures & KPIs:

• GSNR & NTS Delivery for Region
• Delivery of NPD Revenue
• Leadership & Talent Management of team
  

Benefits & Working Arrangements

• Competitive salary and bonus plan
• Company Car scheme and private healthcare
• Generous employer pension contributions
• 33 days annual leave (inc. bank holidays)
• Hybrid working model
• Life Assurance and income protection
• Annual pay reviews
• Onsite employee gym
• Discounted products across the ACCO portfolio
• Employee benefits portal provided by Eden Red
• Wellbeing benefits including occupational nurse visits, medicash health plans, eye tests, flu jabs, cycle to work scheme, employee assistance program and many more