Distribution Channel Sales Manager
vor 2 Monaten
Distribution Channel Sales Manager
Location: Australia / Hybrid or remote
Department: Sales & Distribution
Reports To: Director of Sales
Position Overview: As a Distribution Channel Sales Manager at Red Earth Energy, you will be responsible for growing topline revenue from the sale of Red Earth Energy products through the development and management of long-term strategic relationships across our channel. In this role, you will be expected to perform all the activities required to support Distribution Channel Partner sales engagement from the selection through the initial meeting or demonstration to the sales order closure. The ideal candidate will have a deep understanding of solar and battery energy storage systems distribution networks in Australia and New Zealand, excellent communication skills, and a proven track record of achieving sales targets.Key Responsibilities:Channel Development and Management:
Identify, recruit, and onboard new distribution partners.
Develop and implement strategies to enhance existing distribution channels.
Evaluate and monitor the performance of channel partners, ensuring they meet sales targets and comply with company standards.
Relationship Management:
Build and maintain strong, long-term relationships with channel partners.
Act as the main point of contact for all distribution partners, addressing their needs and concerns promptly.
Provide ongoing support and training to channel partners to ensure they are knowledgeable about products and capable of achieving sales goals; support onboarding and growth plans for channel partners.
Strategic Planning and Execution:
Develop and execute channel sales plans to meet company objectives.
Analyse market trends and competitor activities to identify opportunities and threats.
Collaborate with the marketing team to develop promotional materials and campaigns tailored for distribution partners.
Represent Red Earth Energy as required at shows and exhibitions.
Gather and feedback customer and market trends and competitor analysis that helps to inform Red Earth Energy's future product strategy.
Sales and Performance Management:
Set sales targets and quotas for distribution partners.
Monitor sales performance and implement corrective actions as needed.
Prepare and present regular reports on channel performance, sales metrics, and market insights to senior management.
Identify potential risks and challenges associated with your Channel Partner network and develop mitigation strategies to address them.
Compliance and Documentation:
Ensure all distribution partners adhere to company policies, procedures, and regulatory requirements.
Maintain accurate records of all distribution agreements, sales activities, and partner communications.
Key Deliverables / Accountabilities:
Sales Outcomes: Meet/exceed annual sales target and performance KPIs.
Plan: Create and maintain a plan of Channel Partners across Australia and New Zealand with a view to measuring achievement against targets and adjusting/pivoting as required.
Market Analysis: Conduct thorough market research and analysis to identify trends, opportunities, and competitive landscape in Australia and New Zealand.
Performance Review: Monitor the performance of Channel Partners against sales targets and conduct regular performance reviews and assessments to evaluate the effectiveness of each Channel Partner in Australia and New Zealand and make adjustments as needed.
Qualifications:
Bachelor's degree in Business Administration, Marketing, or a related field. MBA is a plus.
Minimum of 5 years of experience in sales, distribution, or channel management.
Proven track record of managing and growing distribution channels.
Strong understanding of sales processes, market dynamics, and channel strategies.
Excellent communication, negotiation, and relationship-building skills.
Ability to analyse data, identify trends, and make informed decisions.
Proficiency in CRM software and Microsoft Office Suite.
Ability to travel as required.
Key Competencies:
Strategic Thinking: Ability to develop and implement long-term plans for channel growth.
Leadership: Strong leadership skills to guide and motivate channel partners.
Problem-Solving: Aptitude for identifying issues and developing effective solutions.
Customer Focus: Commitment to understanding and meeting the needs of distribution partners.
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