- Reports to: Chief Commercial Officer
- CR brings together Gilbarco Veeder-Root (GVR), Invenco, DRB, and Driivz to deliver integrated solutions that solve the toughest challenges for fuel and convenience retail customers
In this role you will create a best-in-class "Distribution Playbook" to identify, appoint, onboard and develop distribution partnerships, drive order intake in indirect accounts, and increase CR's perceived value among partners - working closely with the commercial organization and key distributors
- Commercial objectives and business development
- Achieve sales and financial targets for the CR distribution business segments; analyse variances and lead corrective actions
- Monitor market dynamics continuously; propose and implement adaptive go-to-market strategies tailored to the fuel retail segment
- Develop and maintain strong relationships with channel partners and customers to deepen end-customer and partner intimacy
- Ensure Gross Value Realization meets targets related to pricing and margins, conducting regular reviews to track results
- Team leadership and channel partner management
- Lead and support the commercial team to improve sales funnel quality and dimension, increasing market coverage, conversion rates, and balanced product mix
- Conduct regular performance reviews with channel partners against KPIs; provide coaching and guidance
- Drive growth with existing partners and develop action plans for onboarding new partners or converting competitors to maximize coverage and sales
- Champion CR's vision for channel development by seeking efficiency gains and adapting strategies based on market analysis
- Continuously evaluate and tailor the product portfolio to meet Global Indirect Channel market demands
- Develop market coverage strategies addressing emerging trends such as Electric Vehicles (EV) and Commercial fuel sectors
- Reporting, compliance and stakeholder relations
- Provide timely reporting, data analysis, and risk management support to upper management
- Accurately forecast orders and revenues in alignment with corporate calendars; contribute to budget planning, strategic planning, and policy deployment
- Ensure channel partners operate in compliance with corporate policies, legal standards, and ethical norms
- Maintain and update contracts and agreements with channel partners, driving necessary changes
- Foster positive business relations with distributors, suppliers, industry associations, and government representatives
- Outcomes, deliverables and competencies
- Sales Growth: Achieve consistent growth in sales volumes and revenue through channel partnerships
- Strategic Channel Development: Establish and maintain a high-performing distribution network aligned with CR's strategic goals
- Market Adaptability: Proactively adjust strategies based on market trends and competitor activities
- Team Leadership: Build, lead, and motivate a high-performing commercial team and channel partners
- Compliance and Governance: Ensure all channel activities adhere to corporate policies, legal requirements, and ethical standards
- Stakeholder Engagement: Cultivate strong relationships with internal and external stakeholders to support business objectives
You will shape how Convenience Retail partners sell globally - building scalable channel processes, improving partner performance, and unlocking new revenue streams in a rapidly evolving market
