Channel Development Manager - Air Treatment & HVAC

The Role

You will drive channel development and new customer acquisition for Fellowes Air Treatment. This role will work closely with key stakeholders to develop and execute on growth strategies in service of scaling our HVAC route to market, driving sales, brand awareness and indoor air quality awareness.

To help our re-seller forces and independent representation, the Business Development Manager will onboard and train teams to help educate potential buyers.

You will participate in industry events, customer visits, trade shows, and support sales teams in closing deals. Lastly, it is essential that this role builds a collaborative partnership with the GMT informing them of key customer and category trends while building programs to increase market share and drive channel expansion.

We operate in a hybrid work environment that offers two remote days per week.

In This Role, You will

• Become the product, category and industry expert and use the knowledge to lead in key customer meetings. Must be able to address needs, questions, and recommend ideas to move the business forward.
• Responsible for sales & business development activities for assigned Fellowes Air Treatment products
• Meet or exceed sales targets and assigned strategic account objectives within HVAC channel in US & Canada
• Align actions to department and company vision, mission, strategy and objectives.
• Responsible for acquiring new customers and relationships
• Establish and manage relationships with customer key stakeholders, with an objective to drive sales initiatives and go-to-market plans
• Collaborate with diverse teams to develop a deep understanding of markets / customers, working with Fellowes GMT team to leverage learnings driving channel expansion
• Build a strong internal network and align with key stakeholders to support the delivery of projects to customers and execute strategies
• Work with support teams to manage operational issues such as fulfilment, partner relationships, legal, billing and other compliance related topics
• Perform quantitative analysis, and develop proposals, SOW, contract negotiations, program development either in the capacity of assisting a larger team or as an individual contributor.
• Develop commercial and pricing strategies for quotations with strong commercial negotiation skills to secure new business
• Utilize strong account management skills to build effective customer partnerships, achieving high customer satisfaction
• Business development and cooperation in the development of specific customer strategies and initiation, implementation and tracking of customer-specific marketing measures and representation at trade fairs
• This position involves travel of approximately 30- 50% as needed

What You Bring to the Team

• BA / BS degree in Business / Marketing
• 7+ years of experience in sales- HVAC and architect & engineer / specifier engagement preferred, business development, account management, partnership development.
• Desire to help establish a new business area with a pioneering and entrepreneurial mindset.
• Exceptionally self-motivated and directed, with high energy to lead activities
• Confident and clear communicator - defend ideas with objectivity.
• Possess strong interpersonal skills and communication skills
• Extremely strong written, verbal and communication skills (including proposal writing and presentation building)
• Possess the ability to identify right contacts, create opportunities for Account mining.
• Ability to work with ambiguities of customer requirements and vision.
• Demonstrated leadership, organizational and sales strategy skills.
• Professional and positive attitude, ability to coordinate a global interdisciplinary development team.
30+ days ago