Channel Manager

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Job Description:

Essential Duties and Responsibilities include the following: (Other duties may be assigned.)

• Achieves sales operational objectives by contributing sales information, analysis, and recommendations to meet/exceed sales quotas; implementing sales programs; implementing productivity, quality, and customer-service standards; identifying and resolving problems; coordinating audits; identifying trends; determining sales system improvements; implementing change
• Meets specific sales objectives by forecasting accurately and at a level that meets/exceeds sales quota; controls expenditures; initiating corrective actions
• Coordination of quoting using tools, systems, and quote teams as well as coordination of special pricing and proposal activities.
• Communication and mitigation of commissions payable to channel partners when necessary.
• Manages sales agents resulting in the establishment and achievement of regional revenue and sales objectives by understanding customer base and product offerings; building and expanding accounts; forecasting the sales environment and expected regional sales volume and profit for existing and new products/services; analyzing costs; developing regional sales strategies, and account penetration objectives in line with organizational sales objectives; evaluating accounts
• Manages regional sales presentations by evaluating potential customer goals and needs; preparing sales call and escalation guidelines; supporting and participating in sales calls and demonstrations; approving sales literature; organizing sales teams; approving proposals and requests for proposals (RFPs) and requests for information (RFIs); making key sales presentations; participating in product expositions
• Maintains customer service, loyalty, and expands regional customer base by maintaining rapport with key corporate executives; studying account needs; coordinating and introduction of account management teams for oversight of renewal and upsell activity.
• Development of account plans and preferred vendor relationships; assuring compliance with customer needs and expectations; oversight and escalations of installations with operations department; escalating to sales managers, agents, and customers or order status; building and maintaining rapport with key customers; identifying new customer opportunities
• Monitor sales results and provides sales management information by analyzing sales and account activity, call reports, customer service actions, and collection reports; collecting, analyzing, and summarizing sales and expense data and trends
• Performing Quarterly Business Reviews, Business Plans, and partner contract compliance as needed with material oversight from management.
• Accomplishes sales management and human resource strategies with regional sales agents by determining and assigning accountabilities; communicating and enforcing values, policies, procedures, and job expectations; implementing recruitment, selection, orientation, training, coaching, counseling, disciplinary, and communication programs; planning, monitoring, appraising, and reviewing job contributions; planning and executing compensation strategies; creating career development opportunities
• Updates job knowledge and skill by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations; benchmarking state-of-the-art practices
• Drives to customer's sites and partner locations for training and coaching or provides training via webinars remotely

Knowledge, Skills, and Abilities Requirements:

• Excellent customer service skills
• Excellent communication skills (verbal and written)
• Ability to exercise tact and good interpersonal skills
• Excellent organization and time management skills
• MS Word, Excel, PowerPoint
• Demonstrated excellent leadership
• Ability to be proactive with a sense of urgency
• Ability to keep the customer (internal and external) information confidential
• Preparing written presentations, reports, and price quotations
• Conduct contract negotiations
• Defining and executing agent sales plans
• Must successfully complete Fusion University Training course as required by manager
• Requires walking 3 to 4 hours per day
• Must be able to lift and carry 5 to 10 pounds
• Must be willing to drive daily
• Must have a material base of existing telecom partner relationships in a designated territory

Education and/or Experience Requirements:

• College Degree preferred
• 2+ years’ Channel Management experience in the telecommunications industry
• Demonstrated success in outside b2b sales
• Previous management experience preferred