Channel Partner and Sales Manager

Job EM25046

Job Title Channel Partner and Sales Manager

Office Location Roanoke, VA

Business Function/ Department Energy & Infrastructure Solutions/ Commercial

Sales Territory, if applicable

General Role Description

Deliver the comprehensive, long term (three to five year) sales strategy and continuous improvement of the channel partner program

Role Accountabilities

- Grow and sustain the channel partner business, through the effective use of market research and forecasting of the channel partners and industry segment management

- Establish channel training and client sales strategy to leverage Company capabilities as a differentiator to position Company products more effectively in the region

- Build and lead a team of committed and capable employees to ensure successful execution of the sales strategy

- Develop and execute on channel expansion to broaden market and geographic coverage across the assigned region, aligning channel expansion strategy with market intelligence in key industry segments

- Resolve potential channel conflict with other partners and Company direct sales by fostering excellent communication internally and externally

- Ensure new channel partners are proactively qualified and recruited

- Formulate orders and revenue forecasts in support of the business unit's business plan

- Provide business executives with timely updates on sales activity, performance, integration of corporate business project processes, market trends and client relationship issues

- Determine the budget, manpower and business resources required to support advertising, brochures, trade shows and technical seminars for channel partners

- Develop relationships to influence within a network of internal, domestic, and international company contacts to coordinate and influence securing the resources needed for securing the strategy

- Develop relationships with a network of purchase influencers within current and potential client organizations to position the Company to bid for new projects

- Ensure the accurate maintenance of proposals, contracts, and business activities per corporate guidelines

- Establish metrics for performance, track progress, drive improvement plans or channel changes when necessary

- Provide analysis and recommend projects to be pursued

- Ensure Company support for channel partners for client meetings, presentations, and industry events

- Establish contracts with channel partners in compliance with corporate guidelines, in cooperation with the Company contracts team

- Create context for and oversee the development of the individual proposal process for key clients

- Establish and allocate the travel budget for team members

General Employee Accountabilities

- Bring full effort to bear on tasks assigned by manager

- Give manager best advice

- Give earliest notice when work cannot be delivered as specified

- Cooperate and collaborate with peers and interact cross-organizationally as specified by manager

- Exemplify Company Core Values: Integrity, Client Focus, Team Orientation, and Personal Commitment

- Comply with all Company policies, practices, and procedures and all regulations and laws

- Recommend viable improvements proactively

- Ensure effective utilization of business tools and processes

Manager Accountabilities

- Build and lead a team of committed and capable employees

- Plan for, appropriately assign, resource, and integrate the work of the team

- Lead, expect, and implement continuous improvement

- Own the output of the team

- Ensure team members fulfill functional and general employee accountabilities

- Exercise effective managerial leadership to include

- Two-way managerial team working

- Fair and just treatment of direct reports

- Context setting

- Planning

- Task assignment

- Ongoing performance management

- Coaching

- Selection and orientation

- De-selection and dismissal

Requirements

Minimum Qualifications

- Bachelor's degree or equivalent education and/or experience

- 3 years' channel partner program development and execution experience

- 5 years in a direct client facing position

- 5 years' technical management or technical management experience

- Demonstrated success in business development in complex sale and sales activities related to multi-million-dollar projects or systems

- Demonstrated success leading teams to accomplish business goals

- Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts

- Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills

- Demonstrated continuous improvement in areas of responsibility

- Proficiency in MS Office, a CRM tool, and an ERP business system

- Availability to travel approximately 60% in North America and occasionally, internationally, with limited notice

Preferred Qualifications

- Bachelor of science in electrical, mechanical, or chemical engineering or related engineering discipline

- 5 years' technical or technical management experience with rotating equipment, large electrical drives or other capital equipment in the oil and gas, power generation, mining, cement, and/or other general industries

- Demonstrated success leading remotely located teams to accomplish business goals

- Existing, successful relationships with purchase influencers at the Company's client and potential client organizations

- Demonstrated success in vendor pre-qualifications and other typical procurement requirements for the industry segment

. Link to TMEIC Corporation Americas website: To be considered an applicant for any available positions, individuals must complete an online job application for each posting. A resume may be attached to the online application but is not considered a substitute for the information in the application. Applications will be considered only for the specific position for which the application is submitted.

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