Channel Partner Manager (Western US)
Purpose of Position
Gems Setra is seeking a Channel Partner Manager to drive sales growth in the Western U.S.! The Channel Partner Manager will be responsible for managing and coaching established and target / prospective distributors within their territory.
The right candidate will need to interact credibly and partner with these distributors to promote, sell, and support Gems Setra products, all while winning new business.
Internally, this individual will work closely with our Inside Sales and Technical Support teams. Success in this role will require a broad knowledge of company services, products, and strategic selling techniques.
Ready to join our team? Apply today!
Essential functions :
- Protect existing business and add new business by calling on current and prospective distributors, as well as performing joint calls with distributor sales personnel to end customers / users.
- Identify, recruit, and onboard new channel partners and distributors to drive growth in region, while also minimizing channel conflict.
- Develop and maintain database of potential distribution partner candidates for each distributor market segment.
- Educate and train partners on the product portfolio and other general information of interest to distributors and customers.
- Facilitate monthly and quarterly channel partner reviews, recommending improvements and developing mutual performance objectives.
- Partner with distributors to implement and identify : strategy, proposals, orders, supply and price trends, inventory control, delivery dates, revenue forecasts, and other details of the sale.
- Record-keeping and reporting of sales forecasting, sales plans, sales calls, and expense accounts.
- Ensures proper adherence to corporate policies, guidelines, operating rules, and budgets for the region.
Education & Qualifications :
- Bachelor's degree in Engineering, Business, or related field required.
- Minimum of 5 years relevant B2B sales experience.
- 2 years distribution support experience, with record of year-over-year sales growth via direct OEM and channel partners.
- 2 years experience selling technical and industrial products, with a preference for instrumentation and / or control products across multiple verticals.
Critical Success Factors :
- Strategic : Ability to develop and implement a business plan to increase market share at strategic accounts that have substantial influence on specification decisions within targeted verticals.
- Communication : Excellent communication skills; able to adapt and articulate Gems Setra value proposition to a wide variety of decision makers.
- Deliver Results : Proven track record of driving growth and delivering results through data-driven continuous improvement tools and methods (sales funnel process, gap analysis, CRM utilization, value selling, etc.)
- Travel : Must be willing to travel domestically by all forms of transportation up to 80%.
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