Distribution Channel Sales Manager

2 months ago

Lidcombe, Australia Motorola Solutions Full time

Company Overview
At Motorola Solutions, we believe that everything starts with safety.Its the constant that empowers people to confidently move forward. It can fill a flight or sell out a stadium. It can care for a patient or graduate a class.

As a global leader in public safety and enterprise security, we create and connect the technologies that help to keep people safe where they live, learn, work and play. Our integrated technology ecosystem unifies critical communications, video security and access control, and command center software, enabling collaboration in more powerful ways.

At Motorola Solutions, were ushering in a new era in public safety and security. Bring your passion, potential and talents to a career that matters.

Department Overview Video Security & Access
**Job Description**:
Distribution Channel Sales Manager is responsible for the execution of annual plans jointly developed with the Distributor to deliver the overall sales goals and market share targets of the Distributors Partner Network of the assigned territory. This includes specific plans related to Motorola Video Security & Access Control strategic growth initiatives. They are responsible for technical and sales competency development of their Channel sales team, as well as our distributors staff. This role is responsible for developing relationships with key management of distributors and partner network company management.

ESSENTIAL FUNCTIONS

Assist Channel Account Managers on the development and implementation of channel strategies within the region.

Responsible for increased market share and ensure effective utilization of channel resources.

Resolve critical product related issues with senior business unit management.

Coach and assist the channel account managers and support resources with planning coordinating, and resolving market conflicts.

Support employee development by investing time and resources for both formal and informal training and development opportunities.

Ensure thorough familiarity with policies and procedures relating to standards of business conduct and train and motivate subordinates in the importance of full compliance with the letter and spirit of such policies and procedures.

Clear understanding of key business drivers for successful channel models.

As a Distribution Channel Manager you will be responsible for

Sales functions including forecasting, project registration, pipeline management through CRM, proof of concepts for system integrators, demonstration, and market positioning presentations. Business development of distribution spending accounts, identifying new opportunities, and increasing spend though existing partners and identifying new partners. Quarterly and Annual review meeting with distribution partners management teams. Attendance at trade events as required and working with the distributors at their customer events.

Business to Business functions including sales training for the distributors internal sales staff, external sales staff, product management, to best position MSI VSA Products enabling them to confidently sell the portfolio of products. Quarterly marketing action plans and implementation, website audits, running incentive schemes and partner program delivery though distribution. Taking ownership of partners issues to quickly resolve them to ensure best of class service.

General management including stock and inventory management, financial management credit facilities, new part management and end of life, setting annual targets and expectations with MSI management, contract management for new distribution partners as required. Point of sale management and timely receipt for the sales operations team. Also advising on regional requirements ensuring we are working with the appropriate distribution channel partners, based upon the maturity of each brand and the distributors customer base.

Basic Requirements
Degree in Engineering Discipline or Business related degree

Proven track record of successful technical sales

Proven experience managing and growing distribution channels

Experience working with all levels of personnel VPs, Directors, Sales Managers, Clients

Ability to travel 5043; of time across dsignated territory

Travel Requirements 2550
Relocation Provided None
Position Type Experienced

Referral Payment Plan No

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