Senior Channel Manager

Job Description 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.

• 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; initiates corrective actions.
• Evaluates area competition by analyzing marketplace information on competitor's current and new products, pricing structures, service, sales campaigns, discounts, etc.; tracks 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.
• Coordinates quoting using tools, systems, and quote teams; coordinates special pricing and proposal activities; communicates commissions payable to channel partners when necessary.
• Manages sales agents to achieve 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; evaluates 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; prepares sales to call and escalation guidelines; supports and participates in sales calls and demonstrations; approves sales literature; organizes sales teams; approves proposals and RFPs/RFIs; makes key sales presentations; participates in product expositions.
• Maintains customer service, loyalty, and expands regional customer base by maintaining rapport with key corporate executives; studies account needs; coordinates and introduces account management teams for renewal and upsell activity; develops account plans and preferred vendor relationships; assures compliance with customer needs and expectations; oversees installations with operations department; escalates to sales managers, agents, and customers or order status; builds and maintains rapport with key customers;
  
  identifies new customer opportunities.
• Monitors sales results and provides sales management information by analyzing sales and account activity, call reports, customer service actions and collection reports; collects, analyzes, and summarizes sales and expense data and trends; performs 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 skills by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations; benchmarking state-of-the-art…