Job Title:  [OEE] Account Manager Distribution

Job title: Account Manager Distribution

Reporting line: Distribution Manager 

Role context: Extensive travel required throughout assigned region - Peterborough / Kings Lynne area of the UK. 

Purpose of the job: Proactively drive sales within Omron’s distribution channel within the region, maximising revenue opportunities with our Strategic Partners. The focus is on demand creation and new business generation. 

Organisational context

Grow Omron’s Distribution business in the Peterborough / Kings Lynne area of the UK by increasing year-on-year billings and overall profitability. 

• Achieve sales targets & KPI's as set by the Distribution Manager.
• Produce, agree, and execute annual sales plans with Distributors, identifying key areas for growth.
• Facilitate regular joint sales visits and promotional activities, working closely with the Distributors to identify, win and develop new Omron customers through their channel.
• Assist the Distributors with customer proposals, product demonstrations and pricing support.
• Co-ordinate all Distribution support and training activities, including use of the Field Application Engineers. 

Grow inhouse share within the Distributor, with the aim of becoming the dominant supplier to them in all product areas. 

• Introduce new product lines and services to the Distributors and their customers.
• Continuously seek to convert the Distributors competing franchise lines to Omron.
• Build in-house share at the Distributors customers through proactive joint sales activities.
• Implement and support annual Distribution marketing plans, sales campaigns, and promotions. 

Maximise Omron’s Strategic Distributor relationships, progressively optimising their capabilities. 

• Build and develop mutually beneficial working relationships with the Distributors, at all levels.  
• Work closely with the Distributors’ sales teams to educate them on Omron’s product portfolio and complimentary services.
• Assist with marketing activities such as tradeshows, campaigns, and other promotional activities.
• Address Distributor related issues, sales conflicts, and pricing issues in a timely manner. 

Potentially manage and grow a selection of direct Omron accounts.  

• Consistently achieves revenue, growth, and profitability targets.
• Builds trusted relationships with customers, distributors, OEMs, system integrators, and key decision-makers.
• Understands market trends, competitive landscape, and customer needs to develop effective growth strategies.
• Demonstrated leadership, communication, and cross-functional collaboration capabilities. 

Manage sales area pipeline and reporting. 

• Manage sales area pipeline, generating a set number/value of new opportunities per month, forecast monthly sales and regularly review Distributor sales plans.
• Provide feedback to Management on the success of sales promotions, initiatives, and overall business development with the Distributors.
• Record all required data onto the company CRM system, within stated timescales. 

Typical KPI's:

• Achievement of Regional Distribution Target
• Achievement of Strategic Partner Growth Target
• Sales & Activity Plan Implementation
• Value of In-house Share Growth
• Target Number of Activities
• Maintain a healthy/active pipeline 

Accountability:

Self-reliance

• Build and maintains knowledge of business area.
• Takes ownership of issues/problems.
• Identifies solutions.
• Initiates action to resolve. 

Knows who the key customers of the distributors are within the area. Can be relied upon to solve opportunities and resolve customers issues. 

Results Driven

• Focused on profit/revenue maximisation and achieving agreed standards and targets. 

Understands their targets and has actions in place to achieve them. 

Decision Making Ability  

• Identify knowledge or support required to reach individual decisions.
• Take appropriate action to achieve the best possible outcome in each case. 

Knows what they can do within their own network to achieve solutions. Has the ability to see personal development areas.  

Commercial Awareness 

• Good financial awareness.
• Displays the ability to negotiate as an equal business partner within business relationships. 

Can see when it is worth pursuing business and when to say no. Is capably of calculating margins and discounts. Can use excel to a proficient level, calculations, percentages, sorting, pivot etc. 

Team Orientation  

• Supportive of company objectives.
• Able to see the "bigger picture".
• Work with colleagues to ensure cross functional integration and execution of business strategy. 

Is able to see the importance of other areas of the business and create a team to support the distributor and customer to solve opportunities. 

Educational requirements:

• Degree / HNC or recognised apprenticeship in electrical / electronic engineering or equivalent. 

Experience requirements:

• Knowledge of distribution channel strategies and the varying routes-to-market.
• Managed multiple distributors concurrently.
• Understand distribution business processes including logistic costs, transaction costs, stock rotation, payment terms, margins etc.
• Experience selling within the Automation industry (incl. OEM’s, End Users, Panel Builders). 

Skills:

• Demonstrate a mixture of commercial and technical skills.
• Good planning & organising skills.
• Self-motivated, ambitious, pro-active and tenacious, with the capability of achieving challenging targets.
• Capable of working both independently and as part of the national team, contributing to the overall success of the company’s sales effort.
• Good reporting and documentation skills.
• Self-motivated.  
• Able to demonstrate products to customers and find opportunities for Omron products