Description:
The Channel Manager, Distribution is responsible for owning, developing and growing distributor partnerships. The role will work cross functionally with inside sales, product management, and marketing to develop and execute key channel growth programs, training and support for new and existing distributors with the goal to effectively deliver our value proposition and grow our product footprint within their defined territory and segment. The Channel Manager, Distribution will be held accountable for distributor account based sales growth on a monthly, quarterly, and annual basis. The qualified candidate must be passionate about customer intimacy, communication, and responsiveness.
Essential Duties And Responsibilities
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Sets & executes the vision, strategy and tactical focus for our distributors and ultimately, owns the revenue success of this channel.
- Issues, executes and manages distributor contracts to ensure contractual relationships are current, specifically as it relates to territory, products, pricing, discount structure, and goal setting.
- Manages current product sales, while identifying and driving incremental sales of the products offered to distributor customers.
- Ensures proper distributor coverage for identified territories and segments by assessing existing distributor effectiveness or identifying new distributors for target region or segment.
- Collaborates with product management, marketing, and inside sales to ensure distributors are current on products, applications, and pricing through training and updated collateral.
- Develops and manages channel growth programs to incentivize distributors to focus on Airtech products for sustained growth.
- Reviews distributor sales performance continuously through monthly sales report analysis and CRM. Drives action plans where necessary to maintain and grow sales.
- Develops and implements distributor scorecard for formal evaluation of performance by distributor and Airtech for on-going learning and improvement.
- Servies as main point of contact for distributors and coordinates with the factory on necessary support.
- Manages difficult or emotional distributor situations with skill and tact while increasing the distributors’ confidence in Airtech products.
- Additional projects and duties as necessary.
QUALIFICATIONS:
- Integrity, trust, and interpersonal savvy
- Owner’s Mindset - Customer oriented with an entrepreneurial spirit of supporting customers.
- Commercial Skills - Ability to build partnerships with Distributors.
- Technical Affinity – Ability to provide technical insight into Airtech product line and solutions offerings; familiarity with a variety of the field's concepts, practices, and procedures.
- Developed presentation skills – Ability to interact with people at all levels and functions inside and outside the company.
- Agility - Ability to perform on a strategic and tactical level.
- Communication Skills - Must have strong interpersonal and customer relations skills as well as excellent written and verbal communication skills.
- Teaming – Works effectively in a team environment; both with internal and external stakeholders
- Organization – Ability to self-manage schedule, distributor priorities, and travel to effectively support customer accounts and factory information needs. 10. Computer efficiency – Highly proficient in MS Office and CRM.
- Ability to travel up to 50%.