Channel Manager

Panasonic Avionics Corporation; United States; Remote; USD 65,000 - 95,000; Full time

Job summary

A leading company in the mobility solutions sector is seeking a Channel Sales Manager to manage relationships with key resellers, drive sales growth, and provide important training. The ideal candidate will have a solid background in sales, excellent communication skills, and experience in managing large accounts. This role requires travel and offers a competitive salary range along with commission opportunities.

Qualifications

• 3-5 years of channel-based experience selling mobility products.
• Proven track record managing large national channel accounts.
• Solid understanding of business, financials, and market needs.

Responsibilities

• Meet annual quota and facilitate strong relationships with partners.
• Identify metrics to assess initiatives and lead business reviews.
• Train partners and develop marketing plans to drive sales.

Skills

Relationship building

Sales strategy development

Training and motivation

Problem solving

Communication

Education

Bachelor’s Degree

MBA

Tools

Microsoft Office

Salesforce

Power BI

Job description

Overview

The Channel Sales Manager (CSM) manages the business relationships between Panasonic and its mobility resellers to ensure the partners are supported and that sales goals are attained. The CSM will promote Panasonic mobility products to be a key part of the resellers’ solution offerings.
Responsibilities

Sales: Meet annual quota by ensuring resellers achieve growth targets; facilitate effective working relationships between Panasonic sales teams and partners’ sales staff; provide training and on-site support to partners’ sales staff to enable them to generate net new sales; attend various partner events; possess strong knowledge of current and upcoming sales opportunities that will be sold through the reseller. Report monthly updates on revenue attainment and pipeline.

Account Management: Identify appropriate metrics to assess initiatives, create and communicate clear business plans including marketing programs and activities; lead quarterly business reviews to include ROI of programs to achieve revenue and growth targets; work with Channel and PCONA management to help manage orders and sales issues and recommend solutions when needed; maintain good working relationships with key groups within PCONA including Factory staff, Supply Chain, Operations Service, Support, Administration and Engineering to insure and facilitate good working relationship with resellers.

Training: Be the primary training source for assigned partners and articulate the Why Panasonic Value Proposition. Collaborate with internal teams to bring forward the training needed for partners to effectively market Panasonic offerings. CSM should be versed in all areas of the business (i.e. Product, services, order management, entitlement process and Channel Programs)

Effectively manage all administrative duties and reporting in timely manner including: annual partner business planning, quarterly business review functions (QBR), Salesforce reporting, travel and expenses, and other reporting as required.

Marketing: Develop partner marketing plans as needed to focus on increasing awareness and sales; ensure that programs are in place and ready for deployment by agreed dates; attend account marketing meetings, planning sessions and marketing functions as needed.

Basic Qualifications:

• Proven track record of managing a portfolio of large, national channel accounts (SHI, Insight, Zones, Connection etc) and driving sales and growth from those accounts.
• Experience motivating and training resellers on hardware, software and/or services and rugged mobility devices
• Experience working with distribution partners

Education & Experience:

• Experience (3-5 years) of channel-based experience selling information technology, mobility products and solutions and services through 2-tier Distribution business model
• Must possess ability to utilize professional concepts and company objectives to resolve complex issues in creative and effective ways
• Must possess a solid understanding of business, financials, markets and the needs of customers
• Bachelor’s Degree required; MBA preferred
• Experience with large national Direct Marketing (DMAR) resellers (SHI, Insight, Zones, Connection etc)

Problem Solving:

• Proven track record of relationship building, coordination and cooperation needed to achieve solid relationships within partner sales teams, marketing teams, and management
• Understanding of the value of hardware, services, integration, software and go-to-market strategies fit into the overall direction that provides a value proposition to partners; understand how our solutions fit the context of their businesses
• Experience with C-level management meetings and sales strategy meetings
• Must have the ability to use complex influences strategies tailored to individual situations to encourage desired behavior

Communications:

• Must have advanced oral and written communication skills to communicate with customers, partners, and senior leadership within Panasonic and reseller organizations
• Must have the ability to train and motivate and reseller sales teams and facilitate effective relationship building
• Must have the ability to develop and lead business planning and process improvement initiatives
• Must have an understanding of reseller business models, priorities, and culture, and ability to keep Panasonic well-positioned within these contexts

Other Requirements:

• Microsoft Office including Word, Excel, PowerPoint, Power BI
• Salesforce
• Depending on candidate’s location, travel up to 80% of time to maintain on-site presence at resellers; hours of work may vary due to travel

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Salary Range

$65,000 –$95,000 + Commission REQ-151523