Channel Manager, Sales

MarkemImaje   •  

Addison, TX

Industry: Consulting


5 - 7 years

Posted 343 days ago

Principal Activities / Duties / Responsibilities:

  • Manage existing distributor partners and OEM accounts to achieve budget and achieve or exceed territory sales targets
  • Develop and/or execute business model for revenue increases
  • Salesforecasting and reporting to Markem-Imaje management through and MS Office tools (Word, Excel, Powerpoint)
  • Meet expectations for adding new OEM / distributor partners and obtaining new OEM/distributor partner business
  • Recruit and qualify new distributor partners and OEMs as needed
  • Lead contract negotiations with new OEM and Distributor prospects
  • Train and/or facilitate distributor partner/OEM sales team in products and sales methods
  • Work with OEM & Distributor Partner Sales Representatives to prospect and maintain existing customers
  • Communicates OEM/Partner requirements and trends to the appropriate management teams
  • Contributes to team success by fulfilling the role of the OEM & Distribution SME in your region
  • When needed, assist in which products or services best fit the customers’ needs
  • Identify competitive risks, future threats and opportunities as they are found in role activities
  • Will aid in developing, implementing, and participating in training courses to continually increase the level of product knowledge of the OEM & Distributor Partner on an ongoing basis; as well as continually developing personal knowledge and skills
  • Identify and suggest opportunities for process and product improvements. Participate and contribute to continuous improvement initiatives
  • Maintain technical acumen to demonstrate and explain the operation and features of the product line. Train and/or facilitate distributor sales personnel
  • Maintain a distributor prospect database
  • Provide timely feedback and documentation to Markem-Imaje Management regarding your participation in quarterly Distributor Partner/OEM review meetings, reviewing performance, competitive positioning, discussing product and pricing strategies
  • Play an active role in planning and/or participating in Markem-Imaje, OEM and Distributor Partner meetings.
  • Prepare action plans and schedules to identify specific targets
  • Other duties as assigned


Position/Job Requirements:

  • Posses’ strong written and verbal communications with C-Level and Business Owners
  • Prior and documented success working in a quota driven environment
  • Ability to work efficiently within our CRM to prospect, administer leads generated by campaigns, update customer records, manage a pipeline of opportunities and deliver accurate forecasting for the assigned territory
  • Be responsible for the detailed discovery visit in investigating potential distributor partners, OEMs and document the outcome
  • Possess the ultimate responsibility of OEM and Distributor Partner business and activities within your region
  • Display leadership qualities
  • Provide creative solutions for unique applications and situations
  • Possess strong professional selling skills
  • Proficient in the utilization of internal and external resources

Data analysis to uncover and develop new business opportunities

Work Conditions or Specific constraints (Travel…):

  • The role requires extensive travel throughout the Great Plains Area and at times beyond. It is essential for this position to be based near a major airport. Position is based from a home office or the Addison, TX Markem-Imaje office.
  • Frequent travelrequired, up to 50%. Flexibility - some travel is on short notice
  • Must maintain an acceptable driving record

An Equal Opportunity Employer Females, Minorities, Veterans, Disabled and Other Protected Groups


Education/Training Required:

  • Bachelor’s Degree in Business Administration or Engineering

Work Experience Required:

  • At least 5 years of outside salesexperience through direct management of an indirect sales process
  • 3 years’ experience in packaging, marking & coding equipment or a parallel market
  • 3 years’ experience using a major CRM on a daily basis
  • Experience as a member of a team navigating processes relating to a hybrid salesnetwork – direct and indirect is a plus

Tracking Code NUS20170201