Channel Sales Manager

Description

Channel Manager, East

We are currently seeking a seasoned sales professional in our US Hitachi Energy Sales organization, focused on our Channel Market. This position will be based in the East, located within the East Region with a high preference in Cleveland, OH, Atlanta, GA, or Philadelphia, PA.

This position will be responsible for developing and maintaining a highly effective selective sales channel strategy in specified markets in order to improve Hitachi Energy market penetration and realize growth aspirations. Responsible for planning and executing marketing and sales support to ensure high levels of customer satisfaction and continuously monitor channel performance.

MAIN ACCOUNTABILITIES:

Account Strategies – Defines and implements the channel sales strategy and budget and ensures regular follow-up. Responsible for providing channel strategy input for the Sales team, and for harmonizing the market sales and marketing plans. Strong collaboration with manufacturer’s reps and region sales managers.

Sales Targets - Defines key targets (e.g. volume, prices, mix) and ensures these are achieved for the channel in the specified market. Ensures detailed business plans with regular follow up are in place. Proactively collaborate across the business units to ensure external sales budget aligns with internal growth targets.

Negotiation – Contributes in critical sales and key frame agreements negotiations. Supports manufacturer’s Reps in the offering and proposal process for channel partners. Ability to sell value and maximize price for that value at Hitachi Energy.

Partners - Identifies and evaluates channel partners together with the Channel Manager(s) and authorizes them in coordination with the Sales management team. Manages annual performance assessment activities for channel partners. Develops and maintains strong relations with the internal business unit personnel.

Marketing - Coordinates sales and marketing efforts and pricing policies that require channel/segment partner participation. Ensures appropriate communication, promotion and training activities in the channel/segment. Provides monthly activities/business reports.

Channel management - 1) Manage a large multi-billion-dollar national distributor account. 2) Evaluates and certifies qualified Channel partners per channel strategy objectives in the assigned territory. Ensures training for Channel team in aspects of marketing analysis, market segmentation, demand creation techniques, channel models and cost structures, effective channel program development and channel metrics.

Customer relations - Supports driving strategic distributor partnerships, developing personal relationships with distributor customers and other decision makers. Able to establish and manage relationships at the executive level.

Risk - Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Responsible for identifying and managing risks relating to contract agreements, terms and conditions and price across customers/channels/segments.

Personal Leadership - Coaches, motivates and develops representative sales people, regional sales teams and other business line personnel. Drives and ensures know-how sharing and cross-collaboration.

Administration: Enters & maintains relevant sales data into appropriate databases & systems, including pipeline management, expenses, reports, and ad-hoc requests for marketing input. Project Management, both internal and external, will be mandatory for a successful sale cycle.

Additional duties may be assigned, as required.

BASIC QUALIFICATIONS:

Hitachi Energy is seeking to create a diverse team of account management professionals.

• Bachelor’s degree in engineering, business or related field
• Minimum of 6 years professional experience with a portion of that experience in channel sales and working with channel partners
• Experience working with a large national distributor organization
• Proven strong self-initiative, highly collaborative team player
• Travel required minimum 60% of time

PREFERRED QUALIFICATIONS:

• Experience in SalesForce.com
• Experience in developing channel rebate programs

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