Channel Partner Manager

ZOLL Medical Corporation•Nashville, TN

About The Position

The Channel Partner Manager is responsible for achieving the territory sales quota, managing manufacturer representatives, developing distributors, controlling expenses, and contributing to ZOLL’s profitability. The role covers Tennessee, Kentucky, and North Georgia, and the employee must reside within the territory. The position involves calling on distributors in industrial, manufacturing, and safety environments, as well as office supply businesses, state government, and police agencies. The manager builds relationships, trains sales representatives, and drives sales of portable defibrillators. The role includes selling hardware and disposable products, developing short- and long-term territory plans and an annual business plan, identifying new business opportunities, maintaining a sales pipeline, and providing customer in-service education. It also involves keeping organized account records in Salesforce.com, submitting expense reports and forecasts, managing demonstration and evaluation equipment, and attending trade shows and other assigned projects. The at-plan compensation is $285,000, comprising a $65,000 base salary and commission under the company’s sales compensation plan. ZOLL states that details of its comprehensive benefits plans are available at www.zollbenefits.com.

Requirements

Must reside in the assigned territory of Tennessee, Kentucky, or North Georgia.
2–5 years of distribution experience; industrial or safety market experience is preferred.
Knowledge of ZOLL and competitive products.
Strategic and customer-oriented selling skills.
Professional and ethical conduct.
Organizational and territory time-management skills.
Good interpersonal and communication skills.
Basic computer skills.

Nice To Haves

College degree preferred.
Distribution experience in the industrial or safety market preferred.

Responsibilities

Achieve assigned sales quotas for hardware and disposable products.
Maintain short- and long-term plans for developing territory sales, including an annual business plan.
Identify new business opportunities and maintain an adequate pipeline of potential sales to meet territory expectations.
Provide required in-service education to customers.
Maintain organized daily account records and account profiles using Salesforce.com; account records are the property of ZOLL Medical Corporation.
Provide reports required by management, including weekly expense reports and monthly and quarterly forecasts.
Maintain and track demonstration and evaluation inventory, keep equipment in good working order, and take financial responsibility for assigned equipment.
Attend trade shows and complete other projects as assigned.
Manage manufacturer representatives and develop distributors.
Build customer relationships, train sales representatives, and drive sales of portable defibrillators across the assigned territory.