Retail Business Development Manager

Leadership that prioritizes a people-first culture makes a company a great place to work. Employees feel valued, appreciated, and connected, which fosters trust, respect, and open communication. Sika achieve higher employee engagement, attract top talent, and minimize unwanted turnover, contributing to better business success.

Prime Objective:

• Managing one integrated business ensuring strategic focus is maintained and financial targets delivered for retail business channel across the KSA, giving appropriate attention to building the distributor capability as necessary.
• Working remotely and autonomously in sales territories.
• Ability to negotiate with distributors and key partners.
• Implement advanced Value Selling techniques to maximize value for our distributors and end users 
• Develop world class partnerships and relationships with large distributors. 
• Drive “sell through” relationships with distributors and intermediaries.

Financially analyze distributor’s performance to monitor return on investment and cash flow, to ensure long term viability.

Transfer of capability and passion for our brands to the Distributor partner’s whole organization is critical to the sustainability of our strategy.

• Ensure we have a robust network of capable partners in the territory, operating to agreed Business Plans, and continuously seeking opportunities to optimize and improve coverage, penetration and market share in the defined market sectors (without compromising our overall strategy).

Key Tasks:

1. Implement country indirect business strategy within territory by translating it into clear business plans.
2. Deliver financial performance targets for territory including Volume, GM, Strategic Channel & Power Brand KPIs and Overdue.
3. Influence, coach and motivate sales teams of distributor partners targeting standardized execution of customer offers and programs.
4. Critically evaluate our current MS in the assigned markets, benchmark against best in class and lead thinking in changes required to provide efficient access and maximize capture of value.
5. Develop, agree (both internally and externally) and implement the annual business plan with the Distributor / Channel partner, providing permanent support in all areas of its contents, and in particular regarding:
   1. sales performance including forecasting and reporting – with timely interventions
   2. sales capability (skills and knowledge)
   3. customer offer deployment, coverage and satisfaction
   4. financial Return on Investment and cash flow performance
   5. brand representation and compliance
   6. HSSE and Ethical compliance
6. Collect results from the execution of the offers by distributor teams within territory, analyze against the planning, and run (min) quarterly reviews in order to undertake corrective actions if necessary.
7. To undertake any additional responsibilities or duties as assigned by the Line Manager commensurate within the position.

Essential Skills and Qualifications:

1. Engineering or business development education.
2. Strong verbal and written communication skills.
3. At least 6-8 years of experience primarily in Sales and Distributor Management with demonstrated performance bias and delivery.
4. Experience/track record/confidence representing the company externally and dealing professionally with large distributors
5. Experience of working with and influencing cross functional stakeholders, internal and external. Ability to work effectively with functional support teams to achieve aligned positions.
6. Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations

Preferable Skills and Qualifications:

1. 1. Highly developed influencing skills, a partnership builder with a high level of personal impact.
   2. Experience of managing negotiations at Mid senior level.

Experience in Strategy and Transformation.

Skills:

• Self-motivated
• Knowledge in Facade and curtain wall market
• Problem solving abilities
• Excellent communication in Arabic and English
• Teamwork and team building
• Interpersonal skills
• Strong negotiations skills
• Working under pressure