Channel Sales Account Manager

REQ: REQ-114044 Sales

  • Bolingbrook, IL, United States
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To secure customer orders for Hussmann products and services through an indirect channel model that focuses on developing channel partner capabilities/performance and providing necessary technical, application, product, marketing, training and sales support required to satisfy all end user product, systems and service needs. Formulate business strategies and implement plans to grow overall sales revenue and market share within the assigned territory. Establish yourself as the primary point of contact for each assigned channel partner including business owners and coordinate all Hussmann support resources as required. Duties are clearly centered on developing channel partner organic sales growth including end user share of wallet gains, new business development and end user satisfaction leveraging all Hussmann products and services within your assigned territory.

  • Set the course for success by clearly defining expectations by setting AOP revenue, GM% and product category goals and holding the channel partners accountable for achieving results.
  • Responsible for increasing channel partner sales.
  • Successfully coordinate and manage all aspects of the Sales management Process including annual business plans, quarterly business reviews, monthly pipeline reviews, won/lost reviews and monthly forecasting.
  • Analyze market data, identify new customer target accounts, develop SMART objectives and action plans for penetration helping to coordinate Hussmann resources as required to achieve business development goals.
  • Responsible for the measurement of channel partner performance and implementing performance improvement programs and counter measures through the SMP process to ensure all AOP goals are achieved.
  • Selling to end users in coordination with channel partner sales resources assisting with solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
  • Maintain current knowledge of all Hussmann offerings, industry/competitor trends and customer requirements/ conditions. Be responsible for continuing self-development especially in the areas of interpersonal communications, account management, influencing skills, achieving results through others and solutions selling.
  • Manages potential channel conflict with all other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel model rules of engagement.
  • Ensure partner compliance with distributor/rep agreements and drive adoption of company programs and initiatives (R.O., LED, Doors, Energy, etc.) among assigned partners.
  • Assure consistent high level of channel partner capabilities to serve and develop end user customers in the assigned geography taking an active role in coaching channel partner personnel, evaluating their competencies and provide necessary training in the support of end customer and application of Hussmann products & services.
  • Coordinate with all business unit resources as necessary to resolve problems involving pricing, product application, product specifications, quality, delivery and warranties as required.
  • Establish and maintain excellent working relationships with channel partners optimizing the relationships and providing them with the highest standard of customer service throughout the sales cycle that exceeds end user expectations in order to achieve sales growth, GM% and customer satisfaction targets.

Requirements:

  • High School Diploma Required, Bachelor's Degree Preferred
  • 7+ years' channel management experience is highly preferred
  • Familiar with CRM systems
  • Must be able to work in a fast-paced environment and drive results through others
  • Managing multiple projects and be effective penetrating and communicating at all levels.
  • Proficient in Word, Excel, Outlook, Adobe Acrobat, Internet Explorer.
  • Advanced verbal and written communication skills.
  • Ability to develop and maintain an organized and repeatable sales and ordering process.
  • Ability to prioritize and re-prioritize quickly and has a sense of urgency.
  • Ability to thrive in a fast-paced environment.
  • Hussmann or refrigeration product experience a plus.
  • Travel up to 50%
  • Location - Chicago area preferred

REQ: REQ-114044 Sales

  • Bolingbrook, IL, United States
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