Channel Manager- Projectors & Displays

Panasonic

45d•$75,000 - $115,000

About The Position

The Channel Manager will be an important member of the PPNDA and contribute to the company’s long-term growth and expansion in the Visual Systems market. The Channel Manager will be responsible for directly managing the relationships at distribution and several key national reseller accounts in order to drive sustainable long-term growth with them. In addition, the Channel Manager will develop initiatives, and will develop vendor strategies that drive rapid growth in key verticals, net new resellers within specific geographic, and technological areas. This role will primarily service the national US based Distributors & Key National Resellers. What you will get to do: Manage Distribution and Key Reseller Accounts: Create and communicate clear business plans, establish sales goals for mutual accountability & increased sales (not limited to stock recommendations, stock rotation, inventory levels & forecasting) Enable partner representatives to drive Panasonic sales through training and resources Identifying new opportunities, build strong relationships, assist in the development and execution of partner marketing programs and activities Facilitate two-way feedback between partners and internal teams to ensure partner input informs Panasonic product and program development Expand Capacity of Existing Channel: Assist in expanding knowledge of projector and display and capacity of all channel partners by working with channel team members, partner contacts and applying experience and best practices from other Visual Systems Channel partners Engage and Align Sales Teams: Facilitate alignment between resellers and Panasonic sales teams Equip internal sales teams to grow sales of Visual Systems products and solutions through partners through distributor alignments & strategies Optimize Long-term Channel Strategy: Evaluate gaps in current reseller/distributor portfolio and programs Enable existing reseller partners to expand coverage Recruit, onboard, and enable new partners when necessary Propose enhancements to channel programs Work with Distribution BDMs directly to create growth strategies for targeted reseller growth Effectively manage all administrative duties and reporting in timely manner including CRM/PRM administration, monthly capturing, reporting of partner sales and product forecasting, MDF support, RMA support, quarterly business review functions (QBR), and other reporting as required.

Requirements

Proven track record driving tangible revenue and growth through channel distributor & reseller partners
High level of expertise with audio visual systems and technologies and the associated B2B channel.
Possesses the capability to independently design, document, and implement strategic plans and short-term initiatives while ensuring stakeholder accountability
Strong ability to train and motivate channel partners to sell hardware, software and/or services
Exhibits exceptional entrepreneurial mindset, advanced problem-solving skills, and a consultative, innovative approach
3-5 years of channel sales / channel management experience selling information technology, audio-visual solutions, and services
Must possess a solid understanding of business, vendor and channel partner financials, distribution operations, visual systems markets and the needs of the customers, resellers & distributors
Bachelor’s Degree required; MBA preferred
Demonstrates the ability to apply professional principles and align with organizational objectives to creatively and effectively resolve complex challenges efficiently and in a timely manner.
Proven track record of long-term relationship building, coordination, adaptability and cooperation needed to achieve solid relationships within internal and external sales teams, marketing teams, product management and leadership
Understanding of the value of hardware, services, ‎integration, software, and go-to-market strategies fit into the overall direction that provides a value proposition to channel partners, along with aligning with company strategies
Experience with C-level management meetings and sales strategy meetings
Contribute innovative ideas and creative approaches to enhance processes and optimize channel operations efficiently
Must have advanced oral and written communication skills to communicate with customers, partners, and leadership
Must have the ability to motivate and direct efforts across Panasonic and partner sales teams and facilitate effective relationship building
Must have the ability to lead and participate in process improvement initiatives included in reseller & distributor pricing and purchasing programs
Must have a deep understanding of reseller & distributor business model, priorities, operations and culture, and ability to keep Panasonic well-positioned within these contexts
Must have the ability to use complex influences strategies tailored to individual situations to encourage desired behavior
High competency with all Microsoft Office applications (Teams, Excel, PowerPoint, Word) and Salesforce
Depending on candidate’s location, travel up to 80% of time; hours of work may vary due to travel

Responsibilities

Manage Distribution and Key Reseller Accounts
Create and communicate clear business plans, establish sales goals for mutual accountability & increased sales (not limited to stock recommendations, stock rotation, inventory levels & forecasting)
Enable partner representatives to drive Panasonic sales through training and resources
Identifying new opportunities, build strong relationships, assist in the development and execution of partner marketing programs and activities
Facilitate two-way feedback between partners and internal teams to ensure partner input informs Panasonic product and program development
Expand Capacity of Existing Channel
Assist in expanding knowledge of projector and display and capacity of all channel partners by working with channel team members, partner contacts and applying experience and best practices from other Visual Systems Channel partners
Engage and Align Sales Teams
Facilitate alignment between resellers and Panasonic sales teams
Equip internal sales teams to grow sales of Visual Systems products and solutions through partners through distributor alignments & strategies
Optimize Long-term Channel Strategy
Evaluate gaps in current reseller/distributor portfolio and programs
Enable existing reseller partners to expand coverage
Recruit, onboard, and enable new partners when necessary
Propose enhancements to channel programs
Work with Distribution BDMs directly to create growth strategies for targeted reseller growth
Effectively manage all administrative duties and reporting in timely manner including CRM/PRM administration, monthly capturing, reporting of partner sales and product forecasting, MDF support, RMA support, quarterly business review functions (QBR), and other reporting as required.

Benefits

Health Benefits – Medical, dental, vision, prescription plans, plus Health Savings Account and Flexible Spending Account options.
Voluntary Benefits – Life, accident, critical illness, disability, legal, identity theft, and pet insurance.
Panasonic Retirement Savings & Investment Plan (PRSIP) – 401(k) plan with company matching contributions and immediate vesting.
Paid Time-Off Benefits – Vacation, holidays, personal days, sick leave, volunteer, and parental & caregiver leave.
Educational Assistance – Tuition reimbursement for job-related courses after six months of service.
Health Management and Wellbeing Programs – Lifestyle Spending Account, EAP, virtual health management, chronic condition, neurodiversity, tobacco cessation, substance abuse support, and life stage and fertility resources. Available to eligible employees starting the first day of the month following your start date. Eligibility for each benefit may vary based on employment status, location, and length of service.

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