Global Sales Enablement Specialist (m/w/d) – B2B Distribution
Titisee-Neustadt partial Homeoffice 40 hours per week As soon as possible (permanent position) apply now
Testo, with its headquarters in the Black Forest/Germany, is a world market leader in the field of portable and stationary measurement technology. Worldwide, roughly 3900 employees research, develop, produce and market innovative measurement solutions for Testo. The basis for this success, in addition to the highly qualified and motivated staff, is the above-average commitment to a future-oriented development - roughly 10% of the annual concern turnover is invested in Research & Development. With 37 subsidiary companies and over 80 distribution partners, Testo is represented on all five continents.
Your tasks
The distribution channel is one of Testo's key global go‑to‑market pillars – and simultaneously one of the most diverse across regions. Your mission: to professionalise, scale and make this channel transparently steerable worldwide. You design the global framework that enables our Country Sales Organisations to evaluate, segment and manage their distributors in a structured and data‑driven manner. In detail, this means
- Develop the global partner framework: You design the global steering model for the distribution channel – including segmentation logic, KPI standards, scorecards, partner journeys and clear channel roles. This creates a unified, globally scalable approach for professional distributor management.
- Define KPI logic and data models: You develop the KPI and data architecture for the distribution ecosystem: KPIs, scorecards, dashboards, performance standards and structured review formats. Your analysis provides transparency on partner performance, potential and risk patterns.
- Enable and coach CSOs: You support country organisations in applying the framework, run workshops, facilitate portfolio reviews, clarify KPI interpretation and help derive data‑driven actions. The operational customer responsibility remains with the countries.
- Roll out global programmes and standards: You develop scalable concepts for pricing logic, distributor programmes, review cycles and performance processes and orchestrate their global introduction – including pilots and local adaptation.
- Drive tool and system adoption: You ensure the consistent use of CRM standards, BI dashboards and data‑quality logic within the distribution context. You collaborate closely with BI, IT, Pricing and Controlling, translating business requirements into clear system specifications.
- Safeguard channel consistency: You define governance rules for the interplay between Distribution, Direct Sales and E‑Commerce. You ensure clarity in pricing structures, channel boundaries, role definitions and customer allocations.
- Align global interfaces: You connect Countries, Business Units, Marketing, E‑Commerce, Pricing and central Sales Excellence, translating strategic requirements into actionable concepts for the countries.
- Generate and scale insights: You identify patterns in partner data, derive recommendations and scale successful pilots across additional markets.
Your profile
- Channel management experience: Several years of responsibility in indirect B2B sales via distributors, with a proven track record in building, developing and steering global partner portfolios – combined with a deep understanding of how distribution interacts with direct sales and e‑commerce.
- KPI‑driven channel steering: Confident in working with CRM and sales data, you have hands‑on experience in defining and applying KPIs and in translating them into clear, actionable analyses that can be directly used to manage distributors and channel performance.
- Sales enablement expertise: Over a number of years, you have enabled country sales organisations or partners through trainings, workshops, programmes or playbooks and are accustomed to preparing content so that others can manage the distribution channel in a structured and data‑based manner.
- Framework design and partner journeys: You are able to distil requirements from countries and business units into a small number of scalable frameworks and partner journeys, present them convincingly to senior management, CSOs and specialist functions, and actively support their roll‑out.
- Education and language skills: Master's degree with a focus on business administration or technical/business studies, together with excellent written and spoken English, enabling you to operate confidently in an international B2B environment; German language skills are an advantage.
Our benefits
- Working environment: State-of-the-art technologies and modern workplaces.
- Flexibility is key: Enjoy flexible working hours and the option to work remotely in a hybrid setup.
- Challenging and dynamic: In our global company, you can look forward to an exciting and dynamic environment.
- Ideas and sense: Contribute your expertise – your input is valued and appreciated. The result of your work is products that protect the environment and health.
- Location: Work at a location with a high quality of life in the tri-border region, well-connected to the Breisgau S-Bahn in the Freiburg area.
- Team: Friendly, always supportive people to look forward to every morning – more than just colleagues.
I look forward to your application!
Mr Amadeus Blessing Talent Acquisition Manager
Phone: +49 7653 681-7711
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