SUMMARY: The Director of Channel Sales is responsible for managing and growing annual revenue with Westell’s In-building Wireless (IBW) distribution partners. This person will set both qualitative and quantitative targets for product revenue through distribution to maximize profitability, market share and customer satisfaction and will proactively lead, develop and coach the network of distributor partners to exceed sales targets. This is an individual contributor role that will report to the VP of IBW Sales.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Distribution Strategy & Partner Management:
- Develop and execute distribution sales strategy to exceed annual revenue targets
- Identify, evaluate, and recommend new IBW distribution partners
- Lead contract negotiations for new and renewal distributor agreements
- Conduct Quarterly Business Reviews with distributor vendor managers
Sales Operations & Performance Tracking:
- Manage daily registration program approval and coordinate quotes through Regional Sales Directors, follow-up on expiring registrations
- Analyze monthly distributor POS reports and track YoY sales growth against targets
- Analyze distributor sales data to identify high-performing products and strategies, then guide other distributors to replicate success
- Ensure sales opportunities move into CRM system for proper tracking and forecasting
Partner Development & Training:
- Design and implement partner programs, stocking level reviews, and forecast processes
- Prepare New Product Introduction materials and coordinate product launches with pricing guidance
- Conduct vertical sales webinar training and onboard new partner sales representatives
- Plan annual IWCE distributor meetings with VP of Sales and distribution leaders
Cross-Functional Collaboration:
- Keep distributor website product data up-to-date
- Identify new system integrators buying from distributors and introduce to Regional Sales Directors
- Work with customer service on RMA resolution and sales/marketing initiatives requiring distributor participation
QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements below are representative of the knowledge, skill, and/or ability required.
- Bachelor’s Degree from an accredited institution or equivalent experience, MBA preferred
- 5 plus years of sales or sales management experience in a business-to-business sales environment, In-Building Wireless and/or Public Safety preferred
- Experience successfully managing analytically rigorous corporate initiatives
- Proven sales experience, meeting or exceeding annual sales targets
- Proven ability to articulate the competitive advantages of products and services
- Ability to communicate, present and influence all levels of the organization, including executive and C-level
- Excellent communication, negotiation, and presentation skills
- Proficient in CRM/MS Office/SAP
PHYSICAL DEMANDS: The physical demands are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Extensive travel. Location near a major airport is preferred.
- Can lift 50 pounds
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