2017-10-31

Director, Reseller Sales
Job Opportunity at The McCandlish Group

Posted on Oct 31

http://www.mccandlishgroup.com    614-766-1800

Location: Columbus, OH
Job Type: Full Time
Job ID: W4145568

Responsible for strategic development and contract orders of Service offerings sold through client's Reseller Partners.  Working with Services Marketing, this position is also responsible for the development of new Reseller Service offerings to include programs for Resellers to deliver the service on client's UPS & Power Systems, and Critical Space Services.  This position will own the Reseller programs, sales functions and project management for large deployments. 
ESSENTIAL FUNCTIONS:
  1. To create, maintain and update the Reseller Service Sales Program Plan.  This plan will include defining the Market Space, creating Reseller service offerings, Reseller Certification Programs, OEM Support, Terms and Conditions for Resellers and Distribution partners, and all other aspects of the Program. 
  2. Working with the Director Major Accounts and Product Solutions / Channel Management team, create a strategy to identify and develop new service sales opportunities for Reseller accounts.
  3. Develop and implement motivational strategies for the Channel teams and Product Sales to promote Service sales solutions at every customer and reseller meeting. 
  4. With Marketing, create Reseller service offerings to include service delivery by Coordinated Services, Field Operations, Sourcing, and the Reseller. 
  5. With Marketing, create programs to effectively motivate Reseller Partners, and Local Business Partners (LBP) to promote Services at time of equipment sale.
  6. Analyze available information to develop competitive pricing plans to meet channel needs.
  7. Work closely with Products VP Marketing & Solutions and the Product DP Marketing team to coordinate new service offerings in conjunction with new product offerings and to ensure sales pursuits and overall service strategy is consistent with overall corporate objectives.
  8. Find, develop and lead sales efforts with large channel product projects through the Reseller channel. 
  9. Work with all the various Service operational teams, Resellers, Product and IT Solutions Channel Teams to ensure successful delivery of the services sold, primarily focused on large deployments.
  10. Develop relationships with the Product Distribution partners to drive service contracts through Distribution to the Reseller Partners.
  11. Manage and assist in the recruitment and on-boarding of new Reseller partners and service providers.
  12. Manage service relationships both internally and externally using appropriate communication methods to facilitate the development of profitable business and sustainable relationships within assigned reseller accounts.
  13. Manage channel conflict when needed.  Channels include services sold through company Equipment Representatives, Major Account Service Sales, and Inside Service Sales Associates.
  14. Maintain up-to-date activity to accurately reflect 100% of the outstanding potential for the month and to provide accurate forecasting reports.
  15. Achieve monthly, quarterly and annual sales quotas.
  16. Assist in developing Service sales incentives for channel and create system to track quote/order success.
  17. Assist in marketing and training efforts to promote awareness of service capabilities and product offerings to reseller channel, Product Reps and internal Services Sales associates.
  18. Effectively manage Services Channel Business Development Managers to achieve all sales targets
  19. Lead and coordinate sales training programs for Reseller Partners, company Reps and internal Services Sales associates.
  20. Manager Order Entry Managers to assure prompt and accurate contract order entry
Compensation commensurate with experience. 
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