Senior Channel Manager - Fort Lauderdale FL

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Job Description :

The Senior Channel Manager is a strategic selling role. They will manage all business development aspects of Fusion Connect’s Agents, with a primary focus on sales revenue and lead generation.

The role focuses on empowering our partners and growing the sales funnel along with recruiting, sales support, agent management, and sales training.

On a daily basis they will serve current partners by evaluating the needs of their customers, expanding accounts, and leading an agent sales force.

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-services 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 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.
• Drives to customers sites and partner locations for training and coaching or provides training via webinars remotely

Knowledge, Skills, and Abilities Requirements :

• Excellent communication skills (verbal and written)
• Ability to exercise tact and good interpersonal skills
• Excellent organization and time management skills
• Salesforce, MS Office
• Demonstrated excellent leadership
• Ability to be proactive with a sense of urgency
• Ability to keep customer (internal and external) information confidential
• Preparing written presentations, reports, and price quotations
• Conduct contract negotiations
• Defining and executing agent sales plans
• Must be willing to drive daily
• Must have a material base of existing telecom partner relationships in designated territory
• Must be willing to travel up to 30%
• Microsoft Voice highly desirable
• Knowledge of UCaaS desirable

Education and / or Experience Requirements :

• 5+ years’ Channel Management experience in the telecommunications industry
• Demonstrated success in Channel Sales

Certificates, Licenses, Registrations :

Valid U.S. driver's license with no major violations within the past three years, and reliable transportation

Candidate must live in Fort Lauderdale