Senior 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
• Evaluates area competition by analyzing marketplace information on competitor's current and new products, pricing structures, service, sales campaigns, discounts, etc.; tracking industry news and trends
• Recommends products, services, and pricing by evaluating competitive developments; analyzing, discovering gaps in current products, service, pricing and making appropriate recommendations; analyzing customers' needs and requests
• 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
• Recommends regional adjustments in selling prices by monitoring costs, competition, and supply and demand
• Manages regional sales presentations by evaluating potential customer goals and needs; preparing sales to 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; coordination 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.
• 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 customers sites and partner locations for training and coaching or provides training via webinars remotely