EMEA CHANNEL DEVELOPMENT MANAGER
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EMEA Channel Development & Dealer Network Manager with 15+ years' experience in OEM industrial power generation, specialising in dealer network expansion, aftermarket growth, and service channel performance. Experienced in managing multi-country dealer networks across EMEA, improving service coverage, capability, compliance, and operational consistency within OEM frameworks. Strong background in channel governance, distributor performance management, and aftermarket development across complex international markets.
Proven ability to lead through matrix structures, aligning Sales, Technical Services, Marketing, and Regional teams to deliver commercial outcomes, operational improvements, and channel performance growth. Responsible for dealer lifecycle governance including onboarding, performance management, contractual oversight, and termination. Increasingly leveraging AI-enabled tools and data-driven reporting to enhance performance analysis, forecasting, and dealer insight generation across the EMEA network.
Channel Development Manager at Cummins Generator Technologies (2017-01 – Present)
Lead development and governance of the EMEA dealer network across 20+ countries, focusing on service coverage expansion, capability development, and aftermarket performance improvement. Manage ~50 dealers, driving performance through structured audits, capability assessments, training programmes, KPI reporting, and compliance monitoring. Own dealer lifecycle management including onboarding, commercial setup, contract oversight, and termination processes in alignment with OEM standards.
Develop and maintain channel governance frameworks ensuring consistency in service delivery, technical capability, and operational compliance. Partner with Sales, Technical Services, Marketing, and Regional teams to drive aftermarket growth and channel performance improvement initiatives. Support implementation of the STAMFORD and AvK Quality Management System, improving service consistency and operational standards across the network.
Lead cross-functional alignment in a matrix environment, influencing stakeholders without direct line management responsibility. Apply AI-enabled tools and analytics to improve reporting efficiency, performance tracking, and dealer insight generation.
Impact: Strengthened dealer capability, improved governance standards, and enhanced service consistency across under-served EMEA markets.
G-Drive Business Development Manager at Cummins Power Generation (2015-01 – 2017-12)
Managed OEM and distributor relationships across Eastern Europe, France, and the Nordics, supporting commercial growth and account development. Improved pricing competitiveness and supported identification of growth opportunities with key channel partners. Contributed to parts distribution improvements in Belgium, enhancing service responsiveness and operational efficiency.
Impact: Supported growth of OEM partnerships and improved commercial performance across key European markets.
Global Customer Account Manager at Cummins Power Generation (2007-01 – 2015-12)
Managed global OEM customer accounts across full lifecycle from pre-sales through delivery and after-sales support. Account owner for major Russian distribution partner (~US$70M annual revenue), ensuring delivery performance, forecasting accuracy, and cross-regional coordination. Produced and maintained customer performance reporting, improving visibility across global stakeholders and regional teams.
Delivered cross-regional training and supported process improvement initiatives across international operations (including Asia-based teams). Improved order management processes and customer communication flows across multiple regions.
Impact: Maintained and grew high-value global accounts while improving delivery coordination, reporting consistency, and operational alignment.
Sales Support at Baltic Industrial / Cummins Dealer (Latvia) (2007-01 – 2007-12)
MA in Diplomacy & International Relations – Lancaster University
BSc in Business Management – Canterbury Christ Church University
