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Covering the following locations: Birmingham, Derby, Liverpool, Leeds, Manchester, Sheffield

An exciting opportunity for an experienced distributor or exports manager to join an established Microbiology Diagnostics manufacturer & supplier as the International Business Manager, covering the Middle East, South America, Africa and South East Asia regions.

JOB TITLE: International Business Manager (Middle East, S. America, Africa, S. E. Asia)

REPORTING TO: Sales and Marketing Director

RESPONSIBLE FOR: No staff responsibilities

BACKGROUND…
- The company sees the Middle East, S. America, Africa, markets as vital to the success of their International division. In addition, development of new markets in South East Asia is of long term importance.
- The main objectives of this role are to manage these key markets, and ensure distribution arrangements are established that give opportunity for sustained sales and profit growth.

PURPOSE AND OBJECTIVE…
- To achieve the sales and profit targets for the Middle East, S. America, Africa, S.E. Asia by developing long term business relationships with existing Distributors.
- To find and propose new Distributors where the current Distributor is under performing or opportunities are not being maximised.
- To develop relationships with key customers and key opinion leaders in each market.
- To introduce new products and achieve agreed sales and profit targets.

ROLE RESPONSIBILITIES…
- To develop a sales plan and budget for the territory, including:
- Monthly Sales targets for each Distributor/Customer
- Strategies to achieve these targets
- Resources required
- To monitor Distributor performance on a regular basis and take corrective action where necessary.
- To research, select and propose new Distributors for countries and their market segments where needed and negotiate profitable distribution contracts including minimum purchase quantities.
- To obtain regular sales forecasts from Distributors.
- Develop and agree strategic road maps with Distributors.
- To monitor activity of competitors in territory.
- To develop sales campaigns in conjunction with the Product Management Team with agreed sales objectives for existing and new products.
- To work with the Product Management Team to ensure that all price lists and literature are kept up to date and available to Distributors.
- To work closely with the Customer Services Team and ensure all pricing, special quotes and ordering information is up to date.
- Ensure that CRM is kept updated and accurate.

QUALIFICATIONS AND COMPETENCIES…
- Achievement orientated
- Ability to develop long term business relationships
- Ability to undertake frequent and regular business visits to the territory
- Empathetic and objective approach to customer and market needs
- Ability to develop planned sales campaigns and achieve set sales & profit targets
- Excellent team player
- Ability to work alone and unsupervised
- Good presentation skills

TECHNICAL SKILLS AND EXPERIENCE
- Extensive sales and customer service experience preferably with a Distribution network
- Thorough understanding of Diagnostic products
- Excellent IT skills to include Word, Excel, and PowerPoint
- Experience of liaising with distributors/customers and analysing their needs
- Good analytical skills
- Other languages would be advantageous
- Ability to train sales people and product managers

KEY ACCOUNTABILITIES
-To be responsible for reaching and surpassing territory sales targets
-To manage the territory and ensure the best possible Distribution network
-To ensure that all Distributors perform to plan and take corrective action where performance deviates
-To develop contact with key customers in each market so that the company name as well as the Distributor's becomes well known
-To ensure each Distributor is devoting appropriate time and resources to promoting the company name
-To obtain regular market information and forecasts from each Distributor
-To identify new business opportunities and provide sales forecasts for all of the territory

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Mast Group Ltd
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