Distribution Sales Manager in Huntingdon, United Kingdom at Linx

Date Posted: 3/9/2018

Job Snapshot

Job Description

Job ID: LIN000466

About Us

Since its formation in 1987 Linx has earned a reputation for
its thoughtfully designed and well-engineered products. The company has
continued to invest around 6% of turnover annually in research and development,
making it one of the UK’s top research spenders in relation to its turnover.
Investment in R&D has delivered new continuous ink jet (CIJ) printers,
laser coders, thermal transfer overprinters, and case coders, supported by a
comprehensive range of ancillary products. Linx sells to a geographically diverse
market, with over 80% of sales outside the UK. With a growing worldwide market
share and a significant position in all major CIJ markets, Linx is one of the
CIJ industry’s leading players. Linx is renowned for reliable, easy-to-use
products which have a low total cost of ownership, as well as for its strong
customer service ethos.


The Distribution
Sales Manager will be responsible for the daily management of the a distributor
network in Europe and neighbouring countries (exact territory to be assigned) this requires strong account management
skills and a deep operational understanding of how the channel works and what
is required to keep it moving and running efficiently.

will be experienced in driving sales revenue and growth from channel partners
and introducing new products and providing training as required. You will be
familiar with the levers that drive channel performance as well as the
importance of regular reporting and the controls and operational framework
required to ensure optimum performance.


will be experienced in driving sale revenue and growth as a Sales Manager of a
capital goods product selling in to a manufacturing industry. You can
demonstrate clear planning and executing of sales plans and product
introduction with a clear focus on value based selling and have a desire to
move into an international sales role. You will have experience in coaching
sales teams and driving result through others.

role will be a key part of the commercial team that manage channel development.
The Linx currently have some good partners but need to be driving towards
achieving greater market share. 

Ensure sales budget delivery through our
channel partner within the defined territory

Increase Linx’s market share within coding and
marking across the full portfolio of products, after markets supplies and

Execute commercial excellence in account management
focused on driving growth strategies with existing partners, marketing and
increasing market share in defined verticals

Generate sales and successfully launch new
products in the market, through combined activities with the Linx channel
partners, targeting incremental share gain

Effective channel management to ensure that the
channel keeps growing in line with the available market, through the deployed
of regular face-to-face meetings and growth tools

Manage distributor performance through best in
class business practice, with the Linx Channel Partner workbook and scorecard

Ensure operational controls are administered
and monitored

Establish and maintain key relationships at all
levels in the distribution organisation, in order to leverage contacts and

Increase channel competitiveness and strength
through adequate business enablers (knowledge, skillset, focus, programs)

Execute the turnaround of underperforming
distributors in the region and analyse cause of underperformance and develop
effective countermeasures, which may include:

Ø  Securing
change of personnel within the distributor

Ø  Assisting
owner to step back or to sell the business to another party willing to meet
Linx growth expectations

Ø  Cultivate,
recruit and on-board new, additional or replacement distributors in existing or
vacant territories,

Ø  Identify,
cultivate, recruit and coordinate the on-boarding of replacement or additional
distributors in underperforming territories and ensure retention and transfer
of all Installed Base customers and revenue, without loss, to the new
distributor where required

Ø  Work with
the Global Channel Development Manager to ensure all distributor candidates
meet Linx compliance requirements

Ø  Define
variable contract terms for all newly recruited distributors

Ø  Deploy and
improve the existing Linx channel recruitment process

Job Requirements


successful candidates will have strong experience of business to business
sales, gained in a related industrial or technology environment such as
packaged electronics or instrumentation organisations.

knowledge, skills and competencies will include:

A relevant degree or equivalent vocational

Experience in channel sales gained in a related
industrial or technology environment such as packaged electronics or
instrumentation industries

Significant experience in managing distributor

Working in an international environment with
good cross-functional team experience and project management

knowledge and skills will include:

Achievement Orientation - a focus on delivering
sales targets, numerate and focused on growth

Relationship Building - building long term Channel
Partner relationships based on agreed strategy and goals for both the short and
longer term

Impact and Influence – share best practice and
drive Linx Business System tools as appropriate and maintain and grown Linx
mindshare with distributor partners to achieve agreed goals

Strategic thinking - the ability to step back
from the business and look at the bigger picture, make corrections to existing
strategy and recommend ways to improve market share both locally and in the

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