Head - Sales - Mining/Construction Industry

Strategy process and targets

- The overall responsibility for all sales through external partners within the stated territory, including meeting the performance targets, which are set annually and are included in the annual business plan.

- The follow up of distributor performance, developing corrective action plans when required.

- The responsibility for developing and implementing training programs for individual distributors ensuring the required skill and personnel levels are within the partner's organization.

Operations / Sales and services

- Identifies and propose territory development plans.

- Identifies distributor candidates and assists in negotiations of distributor standard contracts.

- Follows McCloskey distributor policies, guidelines, and tools.

- Manages the interface with McCloskey and other Metso organization to ensure sufficient sales, service, and technical support for distributors.

- Gathers together market intelligence on current distributors, distributor candidates, competitors and customers and distributes it as appropriate.

- Attend and participate in relevant exhibitions, conduct events, and provide clear guidance and instructions to distributors for brand promotion.

- Complete any special projects as required. May be assigned to other areas of the business, based on business or customer requirements.

EXPECTED OUTCOMES:

- Ensure contracts are in place along with accurate pricelists across Dealer Network.

- Pre-contract check list completed and approved through the Sales team prior to any new distributor appointment.

- New distributor business plans (including inventory holding) implemented, adhered to, and managed.

- Ensure that the distributor completes by the required dates the following.

- Annual business plan

- Sales Targets

- Monthly sales forecast services and capital equipment

- Bi-Annual evaluation of report by sales external organization with recommended development actions

- Distributor training initiative management to ensure staff are to the required skill base.