Senior Channel Manager

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Job Description Summary:

Summary:

The Senior Channel Manager will manage all business development aspects of Fusion’s Agents, with a primary focus on sales revenue and lead generation. The role balances recruiting, sales support, agent management, and sales training with the focus of growing the sales funnel. They will obtain business and serves current partners by evaluating competition; establishing and meeting sales revenue objectives; managing sales presentations; building and expanding accounts; leading agent sales force.

Job Description:

Essential Duties and Responsibilities include the following: (Other duties may be assigned.)

• Achieves sales operational objectives by contributing sales information, analysis, and recommendations to meet/exceed sales quotas; implementing sales programs; implementing productivity, quality and customer-service standards; identifying and resolving problems; coordinating audits; identifying trends; determining sales system improvements; implementing change
• Meets specific sales objectives by forecasting accurately and at a level that meets/exceeds sales quota; controls expenditures; initiating corrective actions
• Evaluates area competition by analyzing marketplace information on competitor's current and new products, pricing structures, service, sales campaigns, discounts, etc.; tracking industry news and trends
• Recommends products, services, and pricing by evaluating competitive developments; analyzing, discovering gaps in current products, service, pricing and making appropriate recommendations; analyzing customers' needs and requests
• Coordination of quoting using tools, systems, and quote teams as well as coordination of special pricing and proposal activities.
• Communication and mitigation of commissions payable to channel partners when necessary.
• Manages sales agents resulting in the establishment and achievement of regional revenue and sales objectives by understanding customer base and product offerings; building and expanding accounts; forecasting the sales environment and expected regional sales volume and profit for existing and new products/services; analyzing costs; developing regional sales strategies, and account penetration objectives in line with organizational sales objectives; evaluating accounts
• Recommends regional adjustments in selling prices by monitoring costs, competition, and supply and demand
• Manages regional sales presentations by evaluating potential customer goals and needs; preparing sales to call and escalation guidelines; supporting and participating in sales calls and demonstrations; approving sales literature; organizing sales teams; approving proposals and requests for proposals (RFPs) and requests for information (RFIs); making key sales presentations; participating in product expositions
• Maintains customer service, loyalty, and expands regional customer base by maintaining rapport with key corporate executives; studying account needs; coordination and introduction of account management teams for oversight of renewal and upsell activity. ;
• Development of account plans and preferred vendor relationships; assuring compliance with customer needs and expectations; oversight and escalations of installations with operations department; escalating to sales managers, agents and customers or order status; building and maintaining rapport with key customers; identifying new customer opportunities
• Monitor sales results and provides sales management information by analyzing sales and account activity, call reports, customer service actions and collection reports; collecting, analyzing, and summarizing sales and expense data and trends
• Performing Quarterly Business Reviews, Business Plans, and partner contract compliance as needed.
• Accomplishes sales management and human resource strategies with regional sales agents by determining and assigning accountabilities; communicating and enforcing values, policies, procedures, and job expectations; implementing recruitment, selection, orientation, training, coaching, counseling, disciplinary, and communication programs; planning, monitoring, appraising, and reviewing job contributions; planning and executing compensation strategies; creating career development opportunities
• Updates job knowledge and skill by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations; benchmarking state-of-the-art practices
• Drives to customers sites and partner locations for training and coaching or provides training via webinars remotely