Our Client works with a number of Channel Partners to expand its geographical coverage and delivery of products and solutions to customers. It is critical to the business that the Channels are managed and developed professionally to deliver year-on-year growth. The Channel Sales Manager role is to ensure that this happens and will be pivotal in the success of the company.

MAIN RESPONSIBILITIES :

- Responsible for managing the sale of the organization's products or services on specific regional basis through multiple channels.

- Responsibility includes finding, generating and developing new channel partners in order to sell the company's products to end-users.

- Accurate Sales Forecasting during the FY by Monitoring & analyzing sales volumes, pipeline activity, competitive activity and develops strategies to minimize negative trends.

- Responsible for development and execution of sales campaigns.

- Monitor and enforce activities such as joint sales calls, sales training, product training, cooperative pipeline management and other ongoing activities designed to gain and maintain channel's mind-share.

- Improve sales effectiveness across partners by efficiently executing the Channel Management and Development programs run by global team.

- Responsible for new account development and/or expanding existing accounts within the distribution or retail sales channel.

- Creates awareness and demand for company products.

- Customers may be geographic or named accounts. Individuals may have their own accounts or work on a team.

- Ensure success of the whole of business by providing support and collaboration with other operations and functions for the overall benefit of the company. This especially includes supporting and working closely with Delivery, Logistics and other associated functions.

- Contribute as a member of the local management team to determine the company's overall business strategy.

- Direct, plan and prioritise the use of TSC resources to achieve the optimum utilisation and profitability whilst continually assessing performance to identify and implement improvement actions in concert with other functions.

- Manage, lead and motivate staff to achieve excellence within their roles providing relevant coaching and mentoring. Ensure measurable objectives are established with all project operations staff with regular monitoring of performance. Also responsible in accordance with HR policy for performance/salary reviews for personnel within the Engineering group.

- Perform any other reasonable tasks in accordance with instructions as maybe requested by management.

COMPETENCIES AND KEY METRICS

- Strong business and technical mindset.

- Proven track record in managing Channel Partners.

- Good team player and communicator, able to manage and motivate.

- Commercial awareness in assessing financial and contractual viability of potential work.

- Organised methodical approach, able to work effectively in occasionally intense environment.

- Inspires confidence, credibility and trust.

- Builds good relationships with external and internal customers.

- Uses experience to reduce exposure to technical risk on contracts.

- Drive for results.

- Foster open communication and team work

- Foster teamwork.

- Display organisational awareness.

- Analyse issues, establish plans and Manage Execution.

- Exhibit technical/functional expertise.

The Primary KPIs for this role are:

- Meet or exceed AOP Sales targets and other financial KPIs

Location : Kolkatta (Eastern Region)

Interested candidates can apply with their updated profile.

R. Mahesh Kumar,
Global Professional Services
Chennai

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