Job descriptionOverview: Rapiscan Systems is an industry leader in detection technology, providing cargo and vehicle inspection systems and services for ports, borders, military, high-threat facilities, and checkpoints to help customers combat terrorism, drug smuggling, illegal immigration, and trade fraud. We offer a broad array of scanning system configurations that leverage low-, medium-, and high-energy X-ray technology—or multiple X-ray technologies—to address each customer’s unique security application requirements. Our commitment to excellence in imaging performance, innovative design, and uncompromising quality ensures our solutions consistently deliver best-in-class imaging, high reliability, and operator satisfaction, to help customers find threats and contraband with ease and confidence. Role Overview Achieve sales targets. Selling via Network distribution management and account management. Responsibilities: Selling Rapiscan Systems products via European distribution channel and via direct sales for house accounts. Continuous management and assessment of current distribution channel within Europe, tracking performance and market share in each product range/market sector Ensuring Distributors hit their targets, which ultimately Sales Manager is responsible for - Targets are Quarterly, Half Year and Yearly. They are also categorised by product group Being sales lead for tender based sales Maintaining margin control Leading presentations and meetings with end user clients on Rapiscan products and solutions portfolio Building and reporting accurate pipelines and forecasts Using CRM for sales opportunities Being a specialist in Rapiscan products and coaching distribution network on key USP’s to win sales Building strategies to win tenders and market share as well as raise profit margins Working with key departments within Rapiscan during the lifecycle of a sale or a key account Finding new house accounts for Rapiscan Systems Working in a highly dynamic work environment Attending security-based shows and exhibitions to promote Rapiscan Being proactive with client visits to build business relationships for future security solution requirements Provide analysis and market intelligence to help participate in the strategic development of products and processes that will provide continued success and growth Develop growth of Rapiscan market share in Europe Reviewing Distributor Performances and potentially find new distributors in underperforming territories Motivator Travel up to 40% Pro-active, can-do attitude is essential Hands on approach to get involved with all aspects of the business Duties may be modified or assigned at any time to meet the needs of the business. Qualifications: Industry experience Excellent communication skills are required, including both verbal and written presentational skills as well as good leadership qualities. Distribution Manager must have excellent interpersonal skills and understand the importance of customer service. Previous experience of managing distributors, including the ability to carry out personnel evaluations, set performance targets, engage and identify new distributors/selling agents and identify. Analysis of operational data, good analytical and problem solving skills are essential. Experience of CRM Flexibility to travel across Europe with short notice (less than 3 days) Distribution management Degree - ideally completed with a commercial or business degree Several years’ experience in direct and indirect sales of security equipment and/or solutions Strong technical aptitude along with comprehension of software solutions and engineering practices Proven sales/business development track record Effective and professional oral and written communication skills Professional demeanour High computer literacy; proficiency with MS Office products, ERP systems and CRM databases X-ray or Trace background is a plus OSI Systems, Inc. has three operating divisions: (a) Security, providing security and inspection systems, turnkey security screening solutions and related services; (b) Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and (c) Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for original equipment manufacturers with applications in the defense, aerospace, medical and industrial markets, among others.
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