GPN Manager

Ihre Aufgaben

The overall objective of the GPN Manager is to promote Gunnebo's range of products and secure major projects within an allocated geographical area.

The GPN Manager will be responsible for searching and managing opportunities in LATAM, as well as establishing and supporting Partner/Partners and Key Accounts located within the area.

(Note that Gunnebo may modify GPN Mangers' areas based on market and organisational needs.)

What You Will Do

Partnership Network Setup and Development

• Set geographical target to set up partner presence

• Select / choose suitable partner in selected countries

• Define the level agreement of chosen partner

  Partner/Partner Management

• Develop, service, and grow relationships with Gunnebo partners

• Maintain effective working relationships with current partners

• Lead regular onsite meetings and conference calls with partners

• Proactively assess, clarify, and validate partner needs on an ongoing basis

• Train partners to ensure continual improvement in sales, capability, knowledge, performance and profitability

• Developing sales strategies - set and enforce sales goals with partners

• Seeking opportunities for business development within a defined area or sector in each territory

• Support Partners with client offers

• Through Key accounting, coordination, support and direct involvement in key projects he/she will insure continuous profitable growth of sales with each partner.

• Monitor lead pipelines

• Driving peak performance and sales success across each partner

• Develop an accurate and realistic annual budget plan and monitor performance to budget with partners

• Prepare monthly sales forecasts for upcoming three to six months

• Set up KPIs according to partner level classification and Sales Enablement & Marketing Strategy and goals

• Set up regular partner performance follow up online and onsite visit meetings

• Annual (re) classification of partner according to KPIs goal and global scoring

• Release non-performing partners if appropriate

• Ensure Partner's compliance with Gunnebo contract and best practice

• Implement marketing plans set out by the Partner marketing team

• Attend local trade exhibitions

• Update Partners on new product development Market Awareness

• Global and local market awareness (economical, political, risk assessment…)

• Map key projects/segments and relevant stakeholders/influencers within the area as well as a strong understanding of the local environment and routes to market

• Gather market information, competitor analysis, market needs and new product requirement and present it in a structured and analytical way to the relevant department to insure continuous improvement of the offering and its positioning Key Account Management

• Following the identification and assessment of key partners, he/she will create or reenforce existing relationship with key stakeholders (system integrators mainly) within the region and manage alliances against specific projects Mass Transit

• While Mass Transit projects are managed by a dedicated team within Gunnebo Entrance Control, the GPN Manager will support mapping of key mass transit projects and relevant stakeholders / influencers within the GPN geographical area

• Coordinate activities with the relevant Global Mass Transit partner and/or Partner (when directly involved) and will ensure that the best approach and support is provided to secure mass transit projects within the GPN geographical area.

• GPN Manager will support the Mass Transit project teams, by managing customer expectations and satisfaction during the implementation whenever necessary.

• Technical and bid management support against specific project whenever necessary. Who we are looking for Essential

Ihr Profil

• Significant, proven experience as a business development manager, sales executive or a related role

• Proven sales track record

• Experience in customer support

• Ability to build rapport and adapt to different cultures and backgrounds

• Initiative and good decision-making skills

• Project management skills

• Extensive knowledge of LATAM market

• Strategic and analytical thinking skills

• Communication and negotiation skills

• Time management and planning skills

• Fluent in Spanish and English

• Market knowledge in access control system/security solution

• Master/BSc/BA in business administration, sales or relevant field or equivalent experience

• Able to travel globally

Kontakt

Contact person: Melanie Grey (Melanie.Grey@Gunnebo.com)