Business Development Manager, Channels and DMR - AV Products

J Patrick Associates•New York, NY

3d•Remote

About The Position

A leading manufacturer of Audiovisual Display systems is seeking an experienced Manager of Business Development to grow its US-based Distribution & Reseller network. Strong preference for candidates within the New York/New Jersey metro region. Candidates should be within a one hour commute of a major US metro airport. Regular Travel throughout the United States, Canada, Required. Candidates must be located in the US. No relocation or work via assistance offered. No contractors or third-party recruiters, please. Position Objectives: Grow revenue and increase profitability Increase market share Discovered new sales opportunities Drive revenue and operational efficiencies Recruit, negotiate and secure sales agreements with leading North American resellers and distributors Enable, incentivize and train reseller and distributor partners

Requirements

Bachelor’s degree or equivalent experience.
8-10 years of experience in the AV/IT or ProAV technology market.
5-7 years of experience in a revenue-responsible Business Development role, holding direct target responsibility (“quota-carrying”) such as Enterprise Sales, Channel Management, Channel Sales or similar role in Indirect/channel/Distribution sales business models.
Preferably extensive selling experience as Vendor into VARs, VADs, MSPs, DMRs.
Extensive personal network of contacts in (Pro)AV markets; VARs, VADs, DMRs and display manufacturers and other relevant (pro) AV hardware vendors.
Highly motivated and target driven with a proven track record in sales growth and development.
Excellent selling, communication and negotiation skills.
Relationship management skills and ability to build and extend productive business partnerships.
Strong technical and market knowledge in Audiovisual and Media Technology, System Integration and Distributions sales.
Effective listening skills, a professional telephone manner, exceptional communication, interpersonal and organizational skills.
Ability to articulate a value proposition.
Ability to build relationships with Sales organizations and internal customers.
Excellent knowledge of MS Office and familiarity with CRM practices, such as SFDC or Hubspot

Responsibilities

Work directly with channel partners and distributors to promote the Audiovisual product lines.
Assist with technical and sales related issues.
Develop sales plans, complete with goals, strategies, deadlines and metrics.
Demonstrated ability to develop inside sales and implement successful trade marketing tools.
Drive demand through effective marketing efforts, including lead and demand generation campaigns, channel partner training and enablement.
Partner with current US GM to proactively monitor and assess supply chain management to support forecasting and secure the availability of the right products for the customers.
Generate and deliver reports to corporate management on customer needs, problems, interests, competitive activities, and potential for new products and services.
Secure distribution agreements with leading AV/IT or ProAV distributors by leveraging existing business, network and personal relationships.
Broaden reseller network by targeting other leading VAR/VAD/MSP/DMR firms with marketing messages, promotions, sales enablement, direct solicitation and other tactics.
Identify and execute on new sales opportunities, e.g. new markets, applications, verticals, geographies, partnerships.
Reporting/Forecasting: Identify opportunities for improvement in Sales and Business reporting.
Work closely with Executive and Global Management teams to set and reach objectives.
Mentor and Coach Inside Sales team: Monitor improvements in sales performance when needed.
Mentor and Coach when needed non-Sales employees who come into contact with customers and partners: Support, Billing, Financial, Operations, Logistics.
Technical support for new business acquisition, including development of technology messaging/demos, and alignment of product strategy.
Participate at industry events through presentations, speaking engagements, panel engagements and other trade show activities.