Sr. Channel Account Manager

Overview

The Senior Channel Account Manager will be responsible for establishing relationships and driving profitable revenue with managed assigned channel sales accounts/partners (example: Reseller, Distribution, DMR, Datacom and eTail) utilizing effective sales, marketing, and partner education techniques. With the directive of establishing and building long term partnerships with their assigned accounts, the individual will work with key internal and external stakeholders in developing and successfully implementing and managing initiatives, objectives, and growth plans.

This position reports to the Senior Director of Sales as applicable. And will interact on a regular basis with sales, sales operations, administration, customer service, and management staff. This position works cooperatively with others.

Responsibilities

SALES

• Generate new business opportunities and leads. Create proposals and quotations. Manage, monitor, and follow through on opportunities through closure.
• Act as the key point of contact between the organization and the clients answering questions, responding to inquiries, and introducing new and existing products and options.
• Manage assigned accounts by conducting and leading sales calls, addressing questions and engage the channel community ensuring sales goals are met and/or exceeded through partner generated activity.
• Manage inventory levels at accounts; provide strategy for forecasting and development of growth initiatives.
• Work diplomatically and effectively across cross-functional teams at customer accounts.
• Create and manage all account/partner sales incentive programs (example; Volume Incentive Rebates (VIR) and Short-Term Incentive programs (SPIFF) to drive sales behaviors and growth.

MARKETING

• Budget, plan, and execute annual marketing plans for managed accounts. (Example: Market Development Funds (MDF).
• Conduct market research to identify selling opportunities and evaluate customer needs and goals.
• Represent the organization by selecting and attending trade shows, events, trainings, and outings addressing questions and cultivating new relationships while maintaining existing ones.
• Follow and exercise sound financial management practices, demonstrate financial stewardship of company resources and ensure compliance with company expense and corporate card policies.
• Manage and execute sales promotions and marketing activities and initiatives to meet or exceed specified goals.

PARTNER EDUCATION

• Educate end-users, distribution and reseller sales professionals on products, programs, promotions, competitive advantages and how to sell products to customers through product knowledge sessions.
• Manage assigned accounts by conducting and leading customer training events and webinars.

ADMINISTRATION & OPERATIONAL

• Attendance is an essential function of this position.
• Performing all other duties as assigned.

Requirements

• Bachelor’s degree in Marketing, Communication, Sales, or related field preferred.
• Minimum 10 years of customer product support and or sales experience.
• Prefer DMR, Data/Com, Electrical, or IT Channel sales experience.
• Knowledge of power supply products and market a plus.
• A proven track record of sales excellence with a consistent achievement of assigned objectives and quotas.
• Professional written, verbal, and interpersonal communication skills that produce desired results.
• Capable of reading and interpreting information, such as reports, general correspondence, and policy guidelines, with the ability to share with others as needed.
• Ability to effectively present information and respond to questions from internal and external customers which includes coworkers, managers, customers, and vendors.
• Ability to use a computer and standard business and other work-related software with minimal instruction.
• Excellent active listening, decision-making, team building and customer service abilities.
• Ability to work and prioritize independently with the capacity to collaborate with others.
• Ability to manage multiple and varied projects simultaneously with minimal supervision while maintaining attention to detail.
• Capable of demonstrating and understanding of, and being sensitive to, serving a culturally diverse customer base.
• Demonstrated ability to learn and apply newly acquired feedback, skills, and knowledge.
• Ability to maintain confidentiality and comply with professional ethics and standards.
• Ability to learn and apply new competencies and information as to enhance individual job performance and make recommendations to the department.
• Strong sense of urgency, accuracy, and follow through.
• Ability to work independently and as a contributing team member, self-motivating.
• Proficient in D365 and Microsoft Office applications including PowerPoint, Excel, Word, etc.
• Flexible, organized, personable; professional attire required.
• Minimum of 50% travel is required.