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| POSITION DESCRIPTION | BUSINESS EQUIPMENT INDUSTRY SEPTEMBER 2008 |
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National Channel Manager |
| Position Code: | 17 | | Career Level: | 6 |
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Responsible for
Controlling the sales activities of the company nationally through a network of dealers, distributors or other equipment manufacturers in order to achieve revenue, expense and sales targets. |
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Reports To
National Sales Manager or General Manager. |
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Supervises
State/Business Unit Channel Sales Managers and their teams. |
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Main Activities
Working closely with third parties to ensure the nationwide sales of company products.
Controlling and motivating various sales teams to meet targets through the dealer/distributor network.
Servicing key accounts, negotiating major deals and maintaining key customer contacts at senior levels.
Determining price and volume discount policies.
Providing a substantial input to forecasting and setting sales and expense budgets for the dealer network nationwide.
Recruiting and training channel sales managers and advising on suitability of dealer staff if approached.
Monitoring and reporting on competitors' sales and product strategies.
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Key Skills
Knowledge of the product and the market.
Has strong interpersonal abilities and proven skills in leading sales teams.
Excellent negotiation and motivational skills.
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Internal Contacts
Chief Financial Officer, Product Managers, State or Branch Managers. |
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External Contacts
Dealers and distributors, government officials, advertising agencies, key accounts, PR firms. |
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Typical Experience
Tertiary qualifications, a minimum of 10 years sales experience, a good proportion of this in channel sales. |
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Other Comments
Alternative Title: National Sales Manager (Third Parties). |
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