Channel Manager
Company: Parker Hannifin Corporation
Location: Cary
Posted on: August 5, 2022
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Job Description:
Channel Manager Location : CARY, NC, United States Job Family :
Sales Job Type : Regular Posted : Jul 27, 2022 Job ID : 33987Back
to Search ResultsJob DescriptionApply Now > Save JobJob SavedThe
Channel Manager is a key role within the Sales function and will
serve as the "CEO" for their designated market with a focus on
maximizing profitable sales growth. This includes sales management,
support and training of the distributors' sales representatives and
regional sales management teams. Also responsible for coordinating
and implementing key marketing programs within the distribution
network to deliver key performance objectives. Additional
responsibilities include developing strategic relationships across
all levels of the distributors' organization, and identifying new
distributors as needed to service the markets geography. This
position is home office based. Candidate location in Midwest or
Eastern US is preferred.Responsibilities+ Lead quarterly
Distributor Business Plan reviews with each Preferred Distributor,
where sales and sales pipeline objectives are discussed and annual
action plans are developed and updated.+ Using an entrepreneurial
mindset, manage and deliver sales that meet or exceed annual
quota.+ Set, communicate, and monitor SMART goals. Ensure that each
distributor is on track to meet those goals.+ Develop analytical
tools to monitor distributor performance, by region and distributor
sales reps, by products and industry segments served. Key
deliverable to include monthly/quarterly assessment of key
distribution partners' performance to drive alignment and best
practices for both Parker LORD and distributor teams. Unpack and
share findings on a regular basis to internal Sales Team and
prepare reports accordingly to advise Parker LORD leadership on
progress+ Support all distributor wide communications as the lead
on behalf of Parker LORD for such initiatives (pricing actions,
supply issues, program offerings, etc.) - serve as the "face of the
business" to distributor leadership+ Manage distributor list, their
territories, and identify new distributors.+ Measure distributors'
performance through scorecards and conduct quarterly accountability
and coaching check-in sessions for each distributor.+ Use CRM to
manage the prioritized pipeline (leads and opportunities),
contacts, and trip reports. Align each distributors' pipeline to
our internal Parker LORD CRM pipeline+ Proactively monitor and
manage pipeline health. Identify and execute activities that will:
increase the number of opportunities, increase average opportunity
size, improve close rate, and reduce the average time to close.+
Communicate yearly sales goals and review distributors' strategies
for achieving new product sales target.+ Coordinate and prioritize
LORD technical resources needed at the distributors.+ Support
and/or mentor other account managers who have distributor
responsibility.+ Manage distributor participation in tradeshows and
industry events.+ Train distributors on new product launches and/or
new product lines - this includes on-boarding packages for all new
sales reps and sales managers at key distribution partners+ Support
sales forecasting process.+ Ability to travel at least 50% of the
time.QualificationsRequired+ 4-year B.S or B.A. degree with 5-7
years of sales and/or distributor management experience.+ Competent
and clear communicator of expectations and goals.+ Proven
experience with indirect sales and channels of distribution.
Extreme focus on activities that generate revenue. Does not attempt
to resolve customer issues not related to sales, but instead
leverages experts within the appropriate business function.+
Exceptionally organized and maximizes use of time.+ Demonstrates
confidence and poise when communicating at any level of the
customer organization.+ Is not deterred by confrontation. Remains
proactive even when confronted with multiple rejections.+ Excellent
prospecting skills using multiple communication forms including
face-to-face, telephone, voicemail, email, and other digital
tools.+ Demonstrates an ability to understand the customer's buying
process.+ Skilled at using various resources such as LinkedIn,
business journals, trade shows and others to connect with
influencers and decisionmakers at customer and their extended value
chain.+ Excellent at using probing, open-ended questions during the
discovery process to identify critical business needs and personal
motivations for all influencers and decisionmakers prior to
drafting a proposal.+ Develops professional proposals that are
tailored to discovery outputs and stakeholders needs.+ Excellent
storytelling skills. Can deliver and articulate a concise sales
story to new prospects in a way that captures the customer's
attention and focuses on the needs of the customer.+ Consistently
delivers price premiums through effective value proposition
development and delivery.+ Proven ability to influence and lead
without direct authority.+ Excellent presentation skills.Preferred+
B.S. degree in business, sales, or marketing+ Advanced marketing or
sales training+ Proficient in using a CRM system to manage a sales
pipeline.+ Experience with B2B engineered products.+ Knowledge of
best practices in Sales, Marketing, Business Development.Parker
Hannifin is a Fortune 250 global leader in motion and control
technologies. For more than a century the company has been enabling
engineering breakthroughs that lead to a better tomorrow. Learn
more at www.parker.com or @parkerhannifin.Parker is an Equal
Opportunity and Affirmative Action Employer. Parker is committed to
ensuring equal employment opportunities for all job applicants and
employees. Employment decisions are based upon job related reasons
regardless of race, ethnicity, color, religion, sex, sexual
orientation, age, national origin, disability, gender identity,
genetic information, veteran status, or any other status protected
by law. However, U.S. Citizenship, Permanent Residency or other
appropriate status is required for certain positions, in accord
with U.S. import & export regulations. ("Minority / Female /
Disability / Veteran / VEVRAA Federal Contractor") If you would
like more information about Equal Employment Opportunity as an
applicant under the law, please go to
http://www.eeoc.gov/employers/upload/eeoc\_self\_print\_poster.pdf
and
http://www1.eeoc.gov/employers/upload/eeoc\_gina\_supplement.pdfDrug-Free
WorkplaceIn accordance with Parker's policies and applicable state
laws, Parker provides for a drug-free workplace. Therefore, all
applicants seeking employment with Parker will be subject to drug
testing as a condition of employment. Apply Now > Save JobJob
Saved
Keywords: Parker Hannifin Corporation, Cary , Channel Manager, Executive , Cary, North Carolina
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