District Sales Manager - Northeast

Description

Founded by the Channell family in 1922, Channell is a global designer, manufacturer, and seller of outside plant infrastructure equipment. The markets served by Channell are Telecommunications, Municipalities, Internet Service Providers, Wireless, Water, Power, and CATV, among others.  Major product lines include a complete line of thermoplastic and metal fabricated enclosures, fiber optic cable connection and management systems and high performance below grade vaults.

JOB SUMMARY:

The District Sales Manager - Northeast will lead all sales, service, and support activities within the Northeast    (CT, DE, ME, MD, MA, NH, NJ, NY, RI, VT). The main market focus is on Electric Utility (IOU’s, Municipalities, and Electric Cooperatives), Contractors, DOT’s, and Independent Telephone Companies (CLEC’s, ILEC’s).

ESSENTIAL FUNCTIONS:

• Effectively understand the defined markets and marketplace, business practices, network designs, operations, and general overall business climate.
• Successfully execute Channell’s sales and marketing strategy to the defined markets.
• Achieve quarterly revenue targets as established by the Company.
• As required, conduct business travel to maintain, expand and establish customer relationships.
• Improve and leverage existing customer relationships and develop new relationships with company decision makers to expand, grow and earn new business.
• Develop an effective understanding of Channell product and application solutions and to enhance a customer’s network.
• Effectively and professionally present Channell product solutions that address customer issues and opportunities.
• Make recommendations to management regarding product development, customer requirements, trends, etc.
• Be a positive representative of the company and its brand in the marketplace.
• Provide applicable product training and on-site support for Channell customers.
• Attend industry trade shows to network with potential new contacts to promote and present Channell product solutions.
• Develop an annual Market Plan and submit information and activities in the CRM.
• Conduct all sales activities with the highest degree of professionalism and integrity

Qualifications

QUALIFICATIONS:

• Experience selling and marketing within the Outside Plant Materials Space.
• Knowledge of market architectures and changes occurring in those architectures to position Channell’s solutions to those applications.
• Knowledge and ability to commutate competitive solutions and activities and differentiate those solutions.
• Ability to identify customer needs and communicate product features, functions, and benefits.
• 3 years of experience working with matrix multiple channels; distribution, manufacturer’s representatives, co-operative customer entities, contractors, etc.
• Effectively utilize customer relationships and skills to provide Channell product solutions.
• Ability to professionally present materials, status, and deliverables to all levels in an organization from CEO to a Field Technician.
• Ability to establish and facilitate effective internal customer relationships at all levels in the organization.
• Extremely motivated with confidence to enter new markets to determine and drive significant growth.
• Ability to independently determine requisite general sales activities.
• Significant overnight business travel of 60%
• Ability to assemble, demonstrate, and apply Channell’s products.
• A strategic thinker with a keen ability to make recommendations to move the business forward.
• Ability to adapt to new technology trends and translate them into solutions that address client needs.
• Develops understanding of competitive product strengths and weaknesses as they pertain to market requirements.
• Seeks opportunities to increase existing and new customer sales for all products and services.
• Ability to develop new and strategic accounts through effective planning and execution.
• Self-starter who is extremely result and detail oriented.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

The physical demands and working conditions requirement indicated below are examples of the demands that must be performed in carrying out the essential job functions.

Physical Demands: Sitting, standing, and walking (up to continuously); frequent use of computer and telephone requiring repetitive finger, hand, and arm movement; occasionally carry office supplies and other miscellaneous items up to 30 pounds. Continuous use of seeing, hearing, verbal communication.

Working Conditions: Working in an office setting indoors; frequent exposure to temperatures commensurate with outdoor seasonal temperatures.