Date posted: 20.05.10
Position vacant: Channel Sales Manager
Location: Leicestershire
Salary: £70k OTE £130k
Job ref and apply: SNUKOSM
Sales Manager Channel: Direct (some Indirect)
Reporting to: Head of Sales
Location: UK Wide
Job Summary
• To exceed the revenue and margin targets set
• To develop and grow the sales channel both in profile and across multiple business sectors
• To manage and take full responsibility for the Sales operation
Dimensions
• Direct Reports: Sales Management Team
• Budget:
• Targets: Revenue, gross margin, new business acquisition, product mix
Key Accountabilities
• Exceed the company margin and revenue target
• Maximise acquisition of new customers and retention of existing customers
• Develop the sales team into a consultative selling unit, focused on solutions that maximise the revenue and margin to the business
• Manage the direct (and some indirect) channel customers ensuring effective communication and support for the achievement of targets.
• Initiate and assist in the development of marketing plans to support the channels
• Identify and champion new product and service requirements into the business to ensure that customer requirements are met in the long term.
• Implement the business strategy through the sales channel
• Develop the annual sales plan contributing to the planning process.
• Implement and develop account management plans
• Initiate process and procedural improvements that result in improved sales performance and quality.
• Support the business, through the sales team to meet working capital management goals
• Manage the sales team ensuring individual targets are set and reviewed.
• Assist with annual sales commission plans, quarterly and monthly incentives, as appropriate, to support the business goals.
• Ensure sales staff have performance reviews, key performance indicators set and that training is identified and implemented as required.
• Define effective performance measures for the department and report on a timely basis.
• Ensure timely and accurate sales and cost forecasts are produced on a rolling monthly basis
CANDIDATE PROFILE
Experience
Essential
• 5-10 years sales experience in Business to Business Sales via Direct channels
• Proven track record in managing direct sales personnel
• Experienced in new business development and management of a new business team
• Experience addressing SME’s and Medium sized corporates across multiple sectors
• Strong negotiation and account management skills
• Strong evidence of consistently achieving targets, individually and with their team
Desirable
Experience in Internet, web services, systems integration, networking, security or managed data solutions would be an advantage.
Education, Qualifications & Training
Essential
Qualified by performance, consistently over achieving the team target
Desirable
Educated to Degree or equivalent qualification Level
Sale management qualification and training
Experience managing indirect channels
Key Attributes:
• Results Orientation
Demonstrates drive to achieve, or lead others to achieve personal and company goals and objectives. Ability to deliver targets.
• Accountability & Managing Expectations
Exceed expectations. Demonstrates a high level of ownership for wide-ranging business critical processes and targets. Takes initiative in finding more effective ways of meeting objectives
• Leadership, Team Management and Motivation
Continually motivates the team to meet stretching targets and align personal goals to the company goals.
Comfortable working in a matrix management structure where results need to be delivered through cross functional team work
• Customer Focus
Actively seeks out and acts upon requirements of both internal and external customers. Ability to manage sales quality targets.
Ability to champion the brand through all sales channels ensuring brand integrity and position is maintained and enhanced
• Self Confidence
Belief in their own decisions and capability to accomplish and to select effective approaches to tasks and problems
• Financial Understanding
A full appreciation of business finances, gross margin and cash flow and uses this skill to make informed decisions.
• Self Development
Keeps up to date on industry developments, company products and services,
Maintain and action ones own personal development needs and those of the team
Aware of own strengths and weaknesses, building on the former and addressing the latter
• Broader Contribution to the Company
Actively contribute to company meetings,
Generate business development ideas in all areas eg products, marketing, pricing etc
Maintain knowledge of market /technology developments and competitor movements
Develop good working relationships with customer/supplier and internal departments
Personal Characteristics
Organised, disciplined (e.g. efficient time management) and conscientious about routine paper and process work
Able to present the right image with customers and third party business relationships (appearance and behaviour)
Team player
A capable ‘stand up’ presenter and trainer
A capable field coach.
Energetic, confident, outward going and good at managing both internal and arm's-length relationships
Willing to take the initiative with people. Good listener. Empathic.
Career minded, ambitious and self-motivated
Click here to Apply!
