Channel Systems Sales Manager

PRIMARY PURPOSE: Responsible for planning, directing, training, and coordinating manufacturer’s representatives and dealers engaged in the sale and promotion of the Company systems and products within a specified region. Manage all forecasts and contracts associated with indirect channels, working closely with Sales Leadership, Bid & Quote Operations, Order admin, Legal and Marketing Communications. Develop and coordinate, in-conjunction with the Marketing Communications Department, regional sales promotion, advertising, training, and merchandising programs. Gather information on regional competitive activity and overall market conditions.

ESSENTIAL FUNCTIONS:

• Plan, direct, train and coordinate manufacturer representative organizations and Dealers engaged in the sale and promotion of designated Company systems and products within those assigned MR organizations.

• Working in an agile sales organization structure, work with Regional Sales Directors/RSMs to develop, offer and close small systems quotes through a dealer channel.

• Conduct on-site visits of dealer organizations to determine competitive activity within the area covered, review status of current sales to resolve problems, and to ensure that marketing goals are achieved.

• Support MRs and dealers in system quote/offer preparation, pricing strategy, technical compliance and oral presentation to the customer to win system sales.

• Consult with other EFJ Departments to resolve problems and coordinate efforts.

• Provide the sales support of the manufacturer representatives for all P25 small systems and subscriber products. Involving contact with dealers and end-users.

• Develop and coordinate advertising, systems sales training, and sales promotional activity within the region to promote the sale of Company small systems solution and products including trade show preparation and attendance.

• Project future business channel activity and participate in the development of the marketing plan covering the systems and product group and for its implementation within the region.

• Prepare sales report and analyze and interpret variations in sales forecasts and quotas and actual sales for channel systems business.

• Plan and conduct periodic sales meetings to educate, train, and stimulate channel system sales production.

• Deal with product availability problems and finds creative solutions to problems; Interfaces with R & D and Service to resolve technical problems.

• Assist other members of the sales team when required.

• Ability to work the required hours of the position including 75% overnight travel with periods of week-long absences when preparing bid responses or attending shows and seminars.

• Agrees to abide by the established Approval Matrix.

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor’s degree and/or equivalent LMR industry experience

• Understanding of the wireless/LMR industry preferred

• A minimum of 5 years of increasing responsibility managing indirect channels including experience with both reseller and agent relationships.

• Experience in contract development and administration.

COMPETENCIES:

• Highly analytical background with both marketing and finance capabilities.

• Ability to travel.

• Ability to communicate both verbally and in writing at a high level.

• Ability to use CRM and Microsoft office tools for business process and communication

• Ability to give persuasive system solution presentations to MR and dealer channel

• Ability to listen and capture requirements from partners on both strategic and tactical level.

• Demonstrated ability to lead, create and develop employee team working environment.

• Ability to effectively organize and plan programs and communicate across function lines.

TRAVEL:

• 50-75%

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.