Channels Manager Nordic to MSA Safety
MSA is a global organization committed to developing, manufacturing, and supplying safety products that help protect people and facility infrastructures around the world.
Established in 1914, MSA Safety Incorporated is the global leader in the development, manufacture and supply of safety products that protect people and facility infrastructures. Many MSA products integrate a combination of electronics, mechanical systems and advanced materials to protect users against hazardous or life-threatening situations. The company's comprehensive product line is used by workers around the world in a broad range of markets, including the oil, gas and petrochemical industry, the fire service, the construction industry, mining and the military. MSA’s core products include self-contained breathing apparatus, fixed gas and flame detection systems, portable gas detection instruments, industrial head protection products, fire and rescue helmets, and fall protection devices.
Our Mission: That men and women may work in safety and that they, their families, and their communities may live in health throughout the world.
This position is responsible for implementing the European channels strategy within a defined group of European Strategic channels, whilst supporting local channels within the successful candidates’ selected geography.
- The implementation and management of the European channels program
- Responsible for account management of defined strategic Channel Partners
- Support the sales teams with the implementation of the European channels program on a local basis
- Setting agreed annual business plans with strategic Channel Partners to ensure MSA KPI’s are achieved
- Coordinating field efforts incl. events, promotion rollout and Channel Partner sales team support
- To achieve overall revenue growth, with a focus on Core Product group performance, within defined strategic and local Channel Partners
- Reduce complexity by executing on the segmentation of Channel Partners
- Conversion of competitor Channel Partners into MSA Channel Partners
- Conversion of competitor product sales, within defined MSA strategic and local Channel Partners, into MSA core product group sales, to achieve incremental revenues.
Major Responsibilities
Develop and work with defined strategic and local Channel Partner accounts to develop an overall plan that will achieve incremental sales and profitability at these accounts.
By implementing strategies that achieve sales results for each Account. This would include review meetings as well as sales meetings. Develop clear understanding of MSA corporate strategy, goals and metrics in order to align programs and ensure mutual benefit to MSA and Account.
Responsibilities include:
- Create and execute account development plans incl. KPI’s for each account to generate profitable incremental revenues
- Suggest, execute and program ideas to uncover opportunities.
- Drive and monitor and adjust overall programs for effectiveness.
- Drive and monitor for incremental sales growth.
- Monitor program costs.
- Collaboration with Segment Marketing on the creation of digital and printed collaterals and analyze their effectiveness.
- Establish distributor catalogue content and negotiate number of MSA SKU's represented in Account catalogues.
- Facilitate the development of customized price lists for Accounts
Address day to day activities.
Implement and manage the channel partner program in the geographical area including executing on the segmentation of Channel Partners to reduce complexity.
Coordinates with Channels Manager Europe to ensure the successful implementation of the European channel compensation program.
- Assist in determining requirements associated with the program.
- Analysis of local market and Sales Channels data for information to utilize in the development of the program.
- Ensure all requirements are met by channel partners to remain in compliance with their contracted programs.
- Analyze and review channel partner application for justification of ability to sell, promote and service MSA products. Provide guidance and insight to channel partner market development claims, MSA policies and MSA procedures, performance incentive program and promotes customer loyalty and satisfaction with entire European distribution network.
Provide Sales and monthly activity reports from Distribution
- Provide monthly reports and details on the account activity for the area.
- Analyze sales statistics Forecasts and Reported Sales received from accounts.
Communication:
Report trends and competitive activity in the marketplace that could potentially affect MSA’s market share.
Gather information on trends and competitive activity from:
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- MSA account managers
- Relationships with other manufactures
- Channel partners
- Distribution market trends research
- Key end users
Experience required:
- Significant sales experience required
- Significant experience in selling through distribution
- General understanding of business financials
- Strong interpersonal/communications skills
- General computer skills
- Good English language skills
- Experience working in a global US company and a matrix environment
Experience preferred:
- Experienced managing large distribution accounts
- Higher Degree in Business, or similar
- Bachelor’s Degree in Business, or similar
Extensive Travel required minimum 50%