Lexmark hires sales chief to shake up channel

Mark Thompson has been set the initial task of growing Lexmark’s channel network and re-assessing its distribution strategy.

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By  Julian Pletts Published  August 24, 2008

Printing and consumables vendor Lexmark has brought on board a new channel sales manager charged with galvanising its partner base across the region.

Mark Thompson, who previously worked in the South African printing distribution and manufacturing channel, has been set the initial task of growing Lexmark’s channel network and re-assessing its distribution strategy.

“The primary role is the channel network, increasing its breadth, as well as looking at our distribution strategy and seeing where we have shortfalls, and how we can improve and optimise our supply chain,” revealed Mohammed Addarrat, Lexmark’s large account sales manager and previous incumbent of Thompson’s post.

“The biggest challenges that he has is being able to distinguish us as a vendor with the resellers and growing the breadth and coverage that we have with the channel,” added Addarrat.

The channel that Thompson will be working with extends to 12 countries in the Middle East and he will be responsible for managing the three-tiered relationship the vendor has with its partners. In addition to increasing numbers of channel partners and running events, Thomson will be intricately involved in Lexmark’s plans to roll out a new partner programme, which it has slated for October this year.

Addarrat says that he hopes Lexmark Middle East will benefit from some fresh thinking when it comes to its business and partner strategy.

“The other aspect that Thompson brings is a fresh set of eyes to the management,” said Addarrat, also admitting that over recent years a large number of the company’s Middle East management team have been relocated. “It [Thompson’s hiring] brings in someone who may have different ideas and I think that is something that we need, not just at Lexmark but also in the market.”

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