Ajax Systems

• Appoint Distributors and maintain Channel Partner Density across regions in India. • Efficiently manage the channel in terms of discounts, prices and stock. • Achieve quarterly and annual targets in terms of cash in. • Ensure optimal stock management by monitoring and evaluating the sellout and stock levels of distributors. • Provide actionable insights based on data analysis to drive sales performance and support decision-making. • Organize and follow up on training programs for distributors to enhance their product knowledge and sales skills. • Develop and evaluate partners' business plans to align with company objectives and drive growth.

• Develop and execute regional marketing strategies to drive B2B sales growth and strengthen partnerships within the assigned region. • Plan, manage, and execute targeted marketing campaigns aligned with the Regional Business Plan and overall company strategy, focusing on expanding and accelerating sales opportunities. • Lead all B2B marketing initiatives in close collaboration with the Business Development Team — including promotions, trade shows, seminars, webinars, certification programs, case studies, presentations, trade marketing, professional media publications, and partner motivation programs. • Exercise strategic decision-making on regional marketing activities to support sales objectives and ensure alignment with business goals. • Monitor, analyze, and report on marketing campaign performance and financial outcomes, recommending improvements to enhance efficiency and ROI. • Develop, localize, and maintain marketing materials and tools, while contributing to the creation of partner development resources by representing regional market needs and specificities. • Oversee the implementation of marketing policies within the distribution network, ensuring all partners receive and effectively utilize marketing assets and materials provided by Ajax HQ. • Act as a regional ambassador, sharing local market insights and partner feedback with the global marketing team to influence strategic direction. • Conduct in-depth analysis of partner performance and market dynamics to identify growth opportunities and strategies for increasing Ajax’s market share. • Collaborate closely with partner marketing, product, and sales teams to strengthen Ajax’s brand presence and drive sustainable sales growth. • Coordinate effectively across internal and external stakeholders, ensuring consistent communication and seamless execution of all marketing initiatives.

• Conduct technical seminars, exhibitions, presentations, webinars on the fire product (for customers and company employees). • Introduce product roadmaps and new features for Ajax Systems distributors, as well as installers. • Teach technical staff at Ajax Systems distributors and dealers to increase their knowledge of products and technology. • Promote and introduce product solutions according to customer thesis, technical consultation, and support of key clients. • Market research and сomparative characteristics of products of the competitors. • Develop long-term relationships with key partners of the company. • Test product features and write technical documentation for new products or solutions, and collaborate with the rest of the team. • Support sales team with follow from leads in our portal. • Analyze customer needs in collaboration with the sales department.

• CRM leads management, analysis and follow-up • Partner Program quarterly results management, analysis and follow-up • Distributors events: promo creation and follow-up, checking lists of participants, event feedback and improvements to increase sales and leads • Ajax events: leads qualification / tracking and participants follow-up • Development of an incentive program for KA according to sales growth plan • Make outbound calls to potential customers to promote and sell the company's solutions • Respond to inbound sales enquiries and follow up on leads generated by other sales channels • Build and maintain relationships with customers, understand their needs, and provide solutions to meet their requirements • Keep accurate and up-to-date records of customer interactions and sales activities in the company's CRM system • Collaborate with other departments to ensure a seamless customer experience and resolve any issues that arise • Provide regular updates to the management on performance and progress • Managing and maintaining a database of all sales data (orders, payments, forecasts, performance, BDMs call cycles) • Support the sales team in all aspects of the sales process, including lead generation, qualification, and follow-up • Prepare proposals and other sales-related materials • Coordinate sales events demonstrations and presentations • Meet or exceed monthly and quarterly sales targets

• Conduct technical seminars, exhibitions, presentations, webinars on the product (for customers and company employees). • Introduce product roadmaps and new features for Ajax Systems distributors, as well as installers. • Teach technical staff at Ajax Systems distributors and dealers to increase their knowledge of products and technology. • Promote and introduce product solutions according to customer thesis, technical consultation, and support of key clients. • Market research and сomparative characteristics of products of the competitors. • Develop long-term relationships with key partners of the company. • Test product features and write technical documentation for new products or solutions, and collaborate with the rest of the team. • Support sales team with follow from leads in our portal. • Analyze customer needs in collaboration with the sales department.

• Area of responsibility - Baltic States • CRM leads management, analysis, and follow-up • Partner Portal quarterly results management, analysis, and follow-up • Distributors' events: Invitation and follow-up, checking lists of participants, event feedback, and improvements to increase sales and leads • Ajax events: leads qualification/tracking and participants' follow-up • Make outbound calls to potential customers to promote and sell the company's solutions • Respond to inbound sales inquiries and follow up on leads generated by other sales channels • Build and maintain relationships with customers, understand their needs, and provide solutions to meet their requirements • Keep accurate and up-to-date records of customer interactions and sales activities in the company's CRM system • Collaborate with other departments to ensure a seamless customer experience and resolve any issues that arise • Provide regular updates to the management on performance and progress • Managing and maintaining a database of all sales data (orders, payments, forecasts, performance, BDMs call cycles) • Prepare proposals and other sales-related materials • Coordinate sales events, demonstrations, and presentations • Meet or exceed monthly and quarterly sales targets

• Develop and implement a strategic business development plan to sell Ajax’s newly launched EN54 line for commercial fire applications in Egypt. • Identify, evaluate, and onboard new Fire Installers across the region, ensuring coverage in key markets and verticals. • Align with Consultants, Architects, Design companies in specifying Ajax’s products. • Develop and maintain relationships with key clients, partners, and stakeholders. • Analyze market data to develop and execute effective sales strategies. • Prepare and deliver presentations to potential clients and partners. • Negotiate contracts and agreements with clients and partners. • Manage and prioritize multiple projects and initiatives simultaneously. • Achievement of Sales Targets: Consistently meet or exceed assigned sales targets and key performance indicators (KPIs) on a quarterly and annual basis.

• Develop and implement a strategic business development plan to sell Ajax’s newly launched EN54 line for commercial fire applications in North/ West/ South India. • Identify, evaluate, and onboard new Fire Installers across the region, ensuring coverage in key markets and verticals. • Align with Consultants, Architects, Design companies in specifying ajax’s products. • Develop and maintain relationships with key clients, partners, and stakeholders. • Analyze market data to develop and execute effective sales strategies. • Prepare and deliver presentations to potential clients and partners. • Negotiate contracts and agreements with clients and partners. • Manage and prioritize multiple projects and initiatives simultaneously. • Achievement of Sales Targets: Consistently meet or exceed assigned sales targets and key performance indicators (KPIs) on a quarterly and annual basis.

• Develop and implement a strategic business development plan in North India, aligned with company objectives and market trends. • Identify, evaluate, and onboard new distributors and partners across the region, ensuring coverage in key markets and verticals. • Identify and pursue new business opportunities that align with the company's growth strategy. • Develop and maintain relationships with key clients, partners, and stakeholders. • Conduct market research to identify new trends, opportunities, and potential risks. • Analyze market data to develop and execute effective sales strategies. • Collaborate with cross-functional teams to ensure successful delivery of products and services. • Prepare and deliver presentations to potential clients and partners. • Negotiate contracts and agreements with clients and partners. • Manage and prioritize multiple projects and initiatives simultaneously.

• Identify and pursue new business opportunities, partnerships, and markets. • Build and manage enterprise pipeline through channel ecosystem • Develop go-to-market strategy aligned with regional direction in Electronic Security • Represent company at trade shows and industry events • Lead the local team to achieve and exceed sales targets, ensuring market share growth. • Identify, develop and close large-scale enterprise projects in key verticals • Recruit, onboard and manage distributors • Drive partner enablement programs and joint business planning • Cashflow responsibility for Baltic Region (both sell-in and sell-out). • Develop and execute a comprehensive business strategy aligned with the company's overall goals. • Establish and report on metrics to measure team performance; correct deficiencies where necessary. • Recruit, train, and mentor a high-performing team. • Foster a positive and collaborative work environment that encourages innovation and creativity. • Establish and nurture strong relationships with key clients and industry stakeholders. • Develop lighthouse reference projects • Conduct competitive analysis • Maintain CRM hygiene and accurate pipeline reporting • Provide quarterly business reviews • Deliver clear risk/opportunity analysis