Channel Sales Manager

The Channel Sales Manager is responsible for sales forecasting, creating and executing sales strategies that drive increased revenue, maintaining, expanding and developing new relationships with assigned channel partners within the Beaufort suite product line. The candidate will execute business strategies that contribute in achieving business goals inclusive of sales and profitability.

Experience
Industry experience includes channel or sales management activities, with at least 5 years in channel management, sales, most preferably in the Tactile Nylon industry. Experience working and interfacing with US/International contacts, of Government, Military, and/or Civil personnel preferred. College degree or relevant work-related experience required.

Knowledge, Skills and Abilities

Establish strong relationships at the management/executive level with current and prospective customers to positively posture Beaufort in the current business environment

Communicate effectively and able to lead, coordinate, and handle internal negotiations and problem resolution with functional areas such as inside sales, program/project management, Marcom, business development, as well as other areas in day-to-day activities.

Develop an understanding of the Channel routes-to-market (RTM), understand the distributors/agent/representative structure and the way they operate and strategy to succeed.

Possess ability to train Channel team members as necessary in product portfolio.

Excellent communicator including strong verbal and written abilities, excellent listening and feedback skills and the ability to provide clear direction

Working knowledge and use of MS Office applications including Excel, Word, PowerPoint, and Outlook. Familiarity with CRM tools such as Salesforce.com

Ability to read, write, understand and execute contracts.

Knowledge of military rank structure a plus

Duties and Responsibilities

Management of Channel Partners, Regional Managers/Customer Service (when/if assigned) and Routes to Market (RTM) to effectively drive increased sales.

Development and management of 5Q sales forecast and 5-year business development pipeline within assigned geographical region. Participate as needed in Sales and Operations Planning (S&OP) processes to facilitate achievement of lead time and on-time delivery objectives within the assigned territories.

Establishes productive, professional relationships with channel partners.

Coordinate the involvement of Beaufort personnel inclusive of inside sales, sales support, product management, and business development management resources to achieve objectives.

Proactively manage tactical execution to meet assigned sales targets that support strategic objectives with Channel Partner(s).

Proactively leads, support, analyze joint partner planning process that develops mutual performance objectives and goals associated with a productive partner relationship.

Manages pricing decision criteria and parameters as established in authorized price books and escalating pricing strategy.

With support of Channel, create an internal mapping of the accounts the channel is selling into, what products, mixes, and timing which will support out-year planning efforts.

Deliver Voice of the Customer (VOC) input to the product management function to enable alignment between product portfolio and market needs.

Ensures the partner maintains compliance with partner agreement.

Suggests product simplification and standardization to eliminate unprofitable items from sales line.

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