Channel Sales Manager
|Benefits:||Competitive Salary and Commission & Benefits|
|Employment Type:||Full Time|
|Description:|| The Channel Sales Manager (District Sales Manager) will obtain business and serves current district accounts by evaluating competition; establishing and meeting sales revenue objectives; managing sales presentations; building and expanding accounts; leading agent sales force. |
|Duties:||Essential Duties and Responsibilities include the following (other duties may be assigned):|
Achieves district sales operational objectives by contributing regional sales information, analysis, and recommendations to meet/exceed sales quotas; implementing sales programs; implementing productivity, quality and customer-services standards; identifying and resolving problems; completing audits; identifying trends; determining district sales system improvements; implementing change.
Meets district sales objectives by forecasting accurately and at a level that meets/exceeds sales quota; controls expenditures; initiating corrective actions.
Evaluates district competition by analyzing marketplace information on competitor's current and new products, pricing structures, service, sales campaigns, discounts, etc.; tracking industry news and trends.
Develops 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.
Manages district sales agents resulting in the establishment and achievement of district revenue and sales objectives by understanding customer base and product offerings; building and expanding accounts; forecasting the sales environment and expected district sales volume and profit for existing and new products/services; analyzing costs; developing district sales strategies, and account penetration objectives in line with organizational sales objectives; evaluating accounts.
Recommends district adjustments in selling prices by monitoring costs, competition, and supply and demand.
Manages district sales presentations by evaluating potential customer goals and needs; preparing sales 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 district customer base by maintaining rapport with key corporate executives; studying account needs; coordinating account service; developing account plans and preferred vendor relationships; assuring compliance with customer needs and expectations; coordinating installations with operations department; advising 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.
Accomplishes sales management and human resource strategies with district 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.
Upholds Birch Communications' company virtues. Adheres to Corporate Compliance.
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, skill, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience Requirements:
High School diploma or GED
Demonstrated success in outside sales.
Telecommunications sales experience, preferred
Previous management experience, preferred
Knowledge and Skill Requirements:
Excellent customer service skills
Excellent communication skills (verbal and written)
Ability to exercise tact and good interpersonal skills
Time management skills
Excellent organization skills
MS Word, Excel, PowerPoint
Demonstrated excellent leadership skills
Demonstrated excellent presentation skills
Ability to be proactive with a sense of urgency
Ability to keep customer (internal and external) information confidential
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