Description: |
JOB TITLE: Channel Manager - Partners, ResellersREPORTS TO: Channel Development DirectorFUNCTION/DEPARTMENT: Channel SalesLOCATION: UKPURPOSE:" Develop & implement an appropriate indirect sales strategy to meet agreed revenue & sales targets." To manage and grow the indirect Sales Channel via sales agents & resellers." To identify, recruit & train new sales agents & resellers across Europe and manage existing agents." To maximise profitability and regular revenue for the company within the company's agreed sales strategy.MAJOR RESPONSIBILITIES:" Develop a strategy for development of these indirect channels in order that they are able to meet agreed sales &revenue targets." To achieve or exceed monthly and year to date personal sales & revenue targets, maximising the profitability andrevenue within your territory." Proactively seek, sign up & train new sales agents & resellers in different countries across Europe." Provide training, coaching & help at client meetings to assist existing sales agents & resellers to grow their sales &revenue." Help guide the sales & marketing strategy for each sales agent & reseller to allow them to reach their sales & revenuetargets." Develop and maintain an accurate and professional written account plan forecasting how sales targets will be met." To organise prospecting activities, sales calls and administrative tasks ensuring best use of available time andmaximum levels of productivity." Ensure that all reporting is kept accurate & up to date at all times." To represent the Company in a professional manner at all times and to ensure that the best interests of the Company arerepresented during the course of day to day business activity." Ensure that your knowledge of the company's products & services and your selling skills are kept up to date and of asufficiently high level in order to be able to meet the requirements of your job, including reading literature,networking, attending training courses and liasing with other colleagues, sharing unique knowledge with the rest of thecompany as appropriate." To maintain a positive and healthy attitude that contributes directly to the working environment of the sales team andthe Company.SKILLS AND EXPERIENCE:Required:" Minimum 3 years successful sales experience of managing an indirect sales channel ideally within the telecommunicationsindustry." Track record of consistently meeting sales & revenue targets." Solutions selling background / sales experience" Consultative sales approach" Excellent communication skills at all levels." Excellent negotiating skills" Excellent telephone skills" Professional Sales Presentation experience to all levels." High quality business reporting and proposal writing skills" Prepared to travel within Europe on a regular basis." Proven team player" Organisational sensitivity combined with the ability to influence people to achieve results.Preferred but not essential:" Preferably experience of managing sales agents." Experience working in a Telecoms/IT related industry." Extensive network of contacts within the Telecoms/IT industry." Multi-lingual (French, German, Italian).BEHAVIOURAL CRITERIA/COMPETENCIES:" Influencing skills" Excellent communication skills" Team Player" Proactive approach" High sales and business awareness." Confident" Good organisational skills" Decisiveness" Adaptable to change" Good attention to detail." Ability to prioritise" Enthusiastic" Dynamic" Committed to organisation" Ability to work well under pressure." Good sense of humour." Goal and action orientated" Excellent follow up skills" Hard worker/ Activity orientated" Assertive and forceful without being aggressive or pushy" Empathy - ability to tune into client, very good questioning skills" Persuasive |
