Smart Residential & Modern Trade Manager

Primary objective of this position:

The Modern Trade Manager is a key sales role reporting to the Business development and Marketing Manager. The role is responsible for growing the business with the retail sales channel including DIY, Electronic retail, Consumer Retail and E-commerce. The objectives of the position will be activating and developing new modern trade channels, achieving assigned financial targets through development and execution of commercial and promotional plans, managing our existing Modern Trade Partners, incubating new accounts as well as expanding e-commerce network in the region.

The successful candidate will be viewed as a key contributor and driver of customer growth for Modern Trade Channels. Develops and executes annual plans through collaboration with VP and with Business Development and Product Management departments.

Main Duties & Accountabilities:

Increase the presence of Yale in the modern trade channels including DIY, Electronic and Consumer Retail and E-Commerce.

Engage and onboard new client relationships across channels.

Maintain and grow the sales with existing customer relationships.

Deepen customer relationship with constant communication with the Category management team. Develop relationships at store levels to drive sales from ground level

Be responsible to maintain the demo and displays at the stores to the standards required by the brand.

Engage with the customers for new product launches.

Conduct category management, strategize and develop product line up at store levels.

Negotiate and agree working contracts for new clients and existing client renewals.

Create, implement and monitor/forecast and annual sales plan, while making necessary adjustments in order to achieve goal/ budget

Continually evaluate and seek to improve the market position within the customers.

Remain versed in the products and services as well as competitive offerings that may impact accounts business

Actively research and analyze the Smart Home market, Modern Trade channels to fully identify the customer needs and demonstrate value proposition within the context of customer’s needs

Work to resolve and mediate disputes between Modern Trade partners and the brand.

Collaborate with the business partners to ensure timely and effective delivery of the products

Understand Modern Trade standards and make sure all Yale products meet these

Support and drive from a product point of view the transition from mechanical to electronic products

Ensure the Yale brand is appropriately positioned in each market layer versus competitor products and other ASSA ABLOY brands whilst ensuring the brand manual and guidelines are being adhered to at all times.

Identify & develop areas to improve margins on products

Build powerful internal relationships, networks, and act as an ambassador for the Yale brand.

Education / Qualifications:

Essential

BA in Sales, Management, Marketing, Engineering or equivalent work experience is required.

5-7 years sales experience dealing with a wide range of retailers

Proven leader, who can achieve results through inspiring others, have a can-do results-orientated style and a genuine interest in improving customer experience

5 years transactional sales experience

Understanding of working and managing multiple channels of trade

Experience of working in a multi-branded business culture

Experience of working across different markets and cultures

Comfortable with more technical / electronic / IoT products

Experience of high level terms & pricing negotiation

Proven track record in selling to varied customers or organizations

Proven history of driving successful promotional campaigns and programs with customers

Proven history of consistently exceeding goals, award recognition, etc.

Proficient with Microsoft Office, ERP and similar applications

Desirable

International outlook with exposure to working across several markets

Experience of working in and developing business in Modern Trade

Proven leader, who can achieve results through inspiring others, have a can-do results-orientated style and a genuine interest in improving customer experience

Experience of working in both sales and marketing roles with understanding of managing premium brands

Generic competencies:

Fluent in English, Arabic is an asset.

Basic knowledge of Middle East multi-cultures

Teamwork and communication skills

Customer satisfaction Oriented

Problem Solving skills

Continuous Improvement

Planning and Organisation

Advanced multi-tasking skills

Ambitious & desire to succeed

​​​​​​​Functional Competencies:

Must have energy, enthusiasm and commitment and capable of making an impact in the short term.

Capable of taking responsibility, showing initiative, creativity and working in a small team.

Excellent collaboration & communication skills and ‘can do’ attitude.

Must be able to persuade, influence and motivate people at all levels​​​​​​​​​​​​​​

Personal characteristics:

Ability to build relationships, manage conflicts and work successfully with a variety of personalities

Positive, self-starter and professional attitude

Ability to manage multiple priorities

Ability to work to tight deadlines & manage numerous priorities Willingness to ‘roll up sleeves’ and get stuck in