Enterprise Channel Sales Manager

5 days ago

Carmel, Indiana, United States Belden Full time
About Belden

Belden is a global leader in the design, manufacture, and marketing of high-performance signal transmission solutions for a wide variety of industries.

We strive to deliver innovative products that provide our customers with a competitive advantage through faster data transfer, higher reliability, and improved performance.

Job Summary

The Enterprise Channel Sales Manager will be responsible for driving profitable growth within the defined territory through management of various types of Channel Accounts (Distributors, Dealers, Contractors, and Integrators).

The ideal candidate will have a proven track record of success in sales leadership and a deep understanding of the channel sales landscape.

Responsibilities
  1. Ownership of a set of sales targets aligned to the scope of the role, taking accountability for meeting the targets over a sustained period.
  2. Build Channel business plans focused on SPMRO growth and Solution Selling project fulfillment.
  3. Build, support, and grow distributor partners who are part of the new APR model.
  4. Ensure Channel's leadership invests sufficient resources into priority activities through credibility and convincing ROI proposition.
  5. Apply consistent and appropriate rigor to reviewing individual Channel performance.
  6. Manage monthly/quarterly KPI, TTI and Action Plan Channel leadership reviews using SDP framework.
  7. Use Z codes and Partner Program Requirements with Channels and identify strategies for each quadrant.
  8. Manage through systems.
  9. Accountable for executing against specific Initiative Action Plans to achieve obtain and accurately report on POS, COGS and inventory data.
  10. Providing supporting commentary to Belden leadership.
  11. Develop geographic Channel position map to optimize coverage by verticals and geographies.
  12. Define revenue expectations by location.
  13. Specify headcount investment required from Channel Partners.
  14. Actively manage inventory levels to ensure the correct inventory is in place.
  15. Leverage Solution Selling open Funnel.
  16. Ensure suitable inventory for future fulfillment.
  17. Effective execution of pricing strategies to ensure achievement of growth with smooth implementation.
  18. Build working relationships with Sales colleagues.
  19. Synchronize with Solution Selling colleagues whose projects require Channel Partners as their fulfillment method
Requirements
  • Bachelor's degree in Business (administration, economics, marketing) or Engineering or other related degree advantageous, or 3-5 years of experience in a role with commercial responsibilities
  • Experience of working capital concepts, with demonstrable knowledge of COGS, inventory profile management, POS, pricing strategies and Sales Funnel management.
  • Experience of successfully operating in a matrix environment and experience of working closely with cross-functional teams including Marketing, Operations and Finance.
  • Knowledge of managing accounts through a structured methodology and process.
  • Demonstrate experience of understanding and applying knowledge of market dynamics and impact of competition.
  • Ability to work effectively with the Belden portfolio, technical expertise not required but an appreciation and ability to understand product applications is essential.
  • Strong analytical skills and the ability to work within a metric-driven environment.
  • Lean Enterprise skill sets advantageous.
  • A proactive, flexible and pragmatic approach.
  • Demonstrate excellent verbal and written communication skills.
  • Ability to travel 50% in order to fulfill the duties of the role essential.
  • Experience of CRM tool advantageous.
Estimated Salary: $120,000 - $180,000 per year

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