MEA Global Distribution Manager, Dubai

Dubai, Dubai, United Arab Emirates
Sales and Business Development

Summary

Posted: Nov 20, 2018
Weekly Hours: 40
Role Number: 113733237
The people here at Apple don’t just build products — they craft the kind of wonder that’s revolutionized entire industries. It’s the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts. Join Apple, and help us leave the world better than we found it. Apple’s Sales organization generates the revenue needed to fuel our ongoing development of products and services. This in turn, enriches the lives of hundreds of millions of people around the world. Our sales team, is in many ways, the face of Apple to our largest customers. You will be the central account manager for all Pan MEA distributors and provide direction to country distribution teams on core activities to support the growth of our business in MEA. You will also Lead and optimize Distribution accounts planning with the country sales teams ensuring consistency with the overall distributor approach.

Key Qualifications

  • You are an experienced large accounts manager.
  • You possess multi country account management experience.
  • You have shown results of delivering value and driving business development activities across a matrix organisation.
  • You have a MEA Eye For Business.
  • You have proven your effectiveness delivering sales growth within an indirect sales environment.

Description

Develop Account plans with the distribution partners globally and review country account plans for these Pan MEA distributors to ensure alignment of goals Drive ‘C’ level engagement with distributors ensuring that Apple’s value proposition is well understood and Apple strategies in the markets we are targeting are clear to the management team Drive review process with central distributors teams to review execution vs. plan and report back on where there are underperformances, and review any changes to local distributor network Be the go-to person for group-level discussions with Distributor while ensuring full coordination with country sales strategy Review recruitment activities by each distribution partner of new partners by country Drive distributors sales training program needs and maintain an overview of the execution of training programs locally by the local teams Review distributors performance targets each quarter with local teams and ensure that correct goals are being set Drive the overall distribution program terms ensuring that our margin payment models are relevant for driving the goals of both Apple and the Distributor in each country Review Apple’s engagement model with distributors and improve our processes for managing and engaging with distributors Act as an escalation point for any issue to be resolved between Apple and the distributors Assist on execution of specific projects that requires the support of the distributors at Central level KEY RELATIONSHIPS (Internal to Apple): -Country Sales Managers -Finance -Order Management -SP&O -Partner Marcom -IMMEA Central Teams -Apple care KEY RELATIONSHIPS (external to Apple): -Pan MEA distributors -Key Channel partners KEY PERFORMANCE INDICATORS -Sell through growth of our Pan MEA distributors -Quality of sales teams inside our distribution partners -Quality of account plans for those distributors -Recruitment of new resellers by distributors across MEA -Positive feedback on value add from the local countries managers -Increased efficiency of our management of our distribution partners KEY COMPETENCIES / PROFILE: -Ability to manage multi country relationships -Analytical approach to data -Knowledge of how the distribution market works -Experience of managing large accounts -Ability to work in virtual teams -Ability to work alone and be self motivated -Strong collaboration skills with local sales teams -Strong communication and presentation skills -Ability to influence at senior C level

Education & Experience

Degree level educated with fluency in English.

Additional Requirements