Channel Sales Manager:
Job Summary: Responsible for the management and successful growth of assigned territory. Meeting sales goal and managing authorized distributors, direct key accounts designated by management Job Accountabilities: 1.Meet or exceed established sales performance targets for an assigned territory including distributor and key account business; proactively manage the generation/ piepline of opportunties and progress of key account spec-in programs.Timely submission of an annual goal-setting package to sales management. 2.Develop and implement distribution strategy to enable Authorized Distributor network to meet and exceed sales performance objectives within assigned territory. Formulate mutually agreed business plan to grow Southco sales and territory coverage. 3.Provide leadership and professional distribution management to ASDs to make them a true extension of sales and marketing team. Support and manage distribution sales and marketing, including training, coaching, joint customer visit, seminars, trade shows, and all other marketing activities. 4.Evaluate and document Authorized Distributor performance. Review performance to established goals and objectives with ADs quarterly, driven by the Partners for Growth Distribution Program and implement corrective actions. Manage the distributor transactional relationship, order placement/fulfillment, inventory mgmt & customer service in representation of company products 5.Assess authorised distributor coverage in territory of responsibility and propose changes and appointment as appropriate to expand market coverage and sales. Determine territory without distribution coverage and prospect for new distributor candidate. 6.Market and competitor intelligence: to collect, feedback and utilize these information; communicate competitor, industry, product, and general marketplace activity to Southco SBU and marketing management. 7.Proactive communication with supervisor and other stake holders, for example, global key account managers, marketing, engineering, operations. etc 8.Develop and implement a strategic business plan for key accounts in accordance with Management’s goals and objectives based on 3 dimensions: applications, products and geography/OEM,CEM integration. Establish and maintain customer relationship through the ovion of value added solutions; key account management and VITO selling to increase mind-share. 9.CRM discipline: document all customer contact activity in the CRM database, prepare and submit Monthly Overview summaries to communicate significant field activities and record progress of critical customer programs. 10.Develop and manage a plan to pursue all application opportunities with the assigned key accounts through personal visits and technical/ solution-based selling. Actively involve and initiate follow-thorugh on all customs and modified products/ projects. 11.Organize and conduct technical and selling seminars at assigned key accounts up to Southco's standards. Requirements: 1.BS Degree in Engineering, Additional business qualification advantageous 2.3-5 years key account management sales experience of a technical product requiring technical ability. Consultative selling with strong people skills. 3.3-5 years of distributor management experience. 4.Business acumen. Display an understanding of top and bottom line business issues and impacts. Excellent sales, communication, presentation and listening skills. 5.Good language skill; Fluency in spoken/written English and Chinese