ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. The below statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and requirements of personnel as classified. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Prospect, qualify, manage, and grow regional channel partners. Channel partners are defined as System Integrators (SI), System Distributors (SD), Wholesale, and occasionally Original Equipment Manufacturers (OEM’s).
- With the Vice President of Sales, establish channel partner revenue objectives to achieve corporate growth goals.
- Manage annual contract negotiation and execution. Monitor progress toward accomplishment of revenue goals and provide feedback to Vice President of Sales.
- Develop business plans to address growth goals of each geographic market and critical vertical markets.
- Provide timely and quality services and support to personnel, channel partners, and end-user clients. Independently seek and identify challenges blocking progress toward corporate objectives. Consistently develop creative and effective solutions to those opportunities.
- Train and coach channel partners on how to sell and position solutions.
- Participate in joint sales calls to end customers and engineering firms.
- Prepare and present technical programs to small, interested groups, as required.
- Assist SI partners in preparing proposals, developing bid/backlogs and local marketing initiatives through direct involvement, and where appropriate, coordination of resources.
- Assign leads and bid opportunities to channel partners based on project requirements and channel partner core competencies.
- Evaluate OEM applications of company control product and facilitate communication with development team toward the goal of sales closure.
- Demonstrate on-time reporting, calling on decision makers, an effective weekly schedule, proper follow-up, and lead generation for company and channel partners.
OTHER FUNCTIONS
- Demonstrates value-added service to channel partners and end-user clients.
- Has the ability to provide creative solutions for partners and is alert to the need for innovation.
- Represent the company at industry-specific trade events and associations.
- Communicates success (i.e., new products, procedures, markets, etc.) with fellow employees and management to sustain success for the entire organization.
- Has a personality compatible with the organization and strives to produce at a desirable level.
- Has the drive and physical ability to maintain a high level of productivity.
- Conducts themselves in a professional manner and maintains themselves and their work area to reflect this level of professionalism.
- Ability to travel 60-70% and adhere to company expense policy and guidelines established by Vice President of Sales.
EDUCATION and/or EXPERIENCE
- Requires a BA/BS degree in Business, Engineering, or related field, and 5 – 7 years industry experience.
- Requires fundamental understanding of BAS/BEMS product and HVAC/R systems with the ability to convey that understanding to others.
Salary: $110,000 - $135,000/year |