August 8, 2018

Channel Sales Manager

CHANNEL DEVELOPMENT MANAGER

Position Summary:

  • Responsible for developing an effective channel management program that simplifies and increases effectiveness.
  • Responsible for developing and implementing channel partners recruitment strategy.
  • Provides leadership and direction for new and current channel partners to ensure they meet business objectives.

Job Functions:

  • Manage, develop and grow sales channels in an assigned territory.
  • Communicate and complete sales reports, territory plans, market updates and management reports.
  • Develop and implement effective channel partner management programs and recruitment strategies.
  • Research and make recommendations for potential product enhancements or modifications to increase sales channel avenues.
  • Effectively forecast and deliver consistent revenues, new customers & project opportunities.
  • Create marketing programs that create interest for companies to become partners.
  • Work closely with dormant partners to reactivate.
  • Service existing partners and lead relationship activities for growth.
  • Identify potential partner needs and interests and effectively communicate benefits and opportunities available to meet needs and interests.
  • Meet partner recruitment quota as set by the director.
  • Partner with regional sales managers to provide support to reactivated and new partners in developing business plans, expense budgeting and marketing plans.
  • Follow and support new partners through first product sales and implementation.
  • Develop an in depth knowledge of the assigned market, so as to be seen as the expert.
  • Function as Project Manager when customer requires a liaison between Sales and Production.
  • Support the Sales Team in the promotion and acquisition of new business.
  • Conduct presentations about new products and services.
  • Monitor the competition and report actions and trends to management.
  • Attend various product conventions, sales seminars, and customer meetings.
  • Analyze partner capacity throughout the country/region/area to pinpoint activities to match recruiting efforts.
  • Perform analysis of partner mix by product specialty and develop plan to ensure recruitment efforts target correct mix of partners.
  • Maintain a reliable communication mechanism with sales and product management departments to ensure efforts are in line with objectives.

Requirements:

  • Bachelor’s Degree in business or related field or equivalent experience.
  • 5-7 years of partner recruitment and channel management experience, preferably with a valve manufacturer or similar product manufacturer.
  • Proficient in Microsoft Office applications (Word, Excel, Powerpoint).
  • Experience in SalesForce.
  • Maintain an in depth knowledge of the marketplace, competition, customers and products.
  • Strong partner recruitment skills including prospecting, forecasting, presenting, and closing large deals.
  • Project management experience.
  • Proven track record at business planning and achieving measurable goals.
  • Ability to create dynamic, complex, highly targeted proposals customized to the specific needs of the customer.
  • Contract negotiation experience.
  • Outstanding people skills. Strong in-person, written and oral communication skills.
  • Strong organizational and analytic skills.
  • Self-motivated with a strong ability to support and motivate others.
  • Ability to work well under pressure and proven ability to meet deadlines.
  • Adept at managing multiple tasks simultaneously.
  • Some travel may be involved, up to 25%.

If you are interested in applying for the position, please send your resume to nrs_talentmanager@apergy.com with the subject line: “Channel Manager”.