Channel Partner Manager

ZOLL Medical•Nashville, TN

About The Position

The Channel Partner Manager is responsible for achieving the assigned 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 in the territory. The position calls on distributors and customers in industrial, manufacturing, safety, office supply, state government, and police agency environments, building relationships, training sales representatives, and driving sales of portable defibrillators. The role develops short- and long-term territory sales plans, including an annual business plan; identifies new business opportunities and maintains a pipeline; provides customer in-service education; keeps organized account records in Salesforce.com; submits required reports and forecasts; and maintains and tracks demonstration and evaluation equipment. The employee is also responsible for the assigned equipment and may attend trade shows and take on other assigned projects.

Requirements

Must reside in the assigned territory of Tennessee, Kentucky, or North Georgia.
Must have 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 hardware and disposable sales quotas.
Manage manufacturer representatives and develop distributors.
Control expenses while contributing to ZOLL's profitability.
Develop and maintain short- and long-term territory sales plans, including an annual business plan.
Uncover new business opportunities and maintain an adequate pipeline of potential sales.
Provide required in-service education to customers.
Maintain organized daily account records and account profiles in Salesforce.com.
Provide reports required by management, including weekly expense reports and monthly and quarterly forecasts.
Maintain and track demonstration and evaluation inventory, ensuring equipment is in good working condition and presented appropriately.
Attend trade shows and complete other assigned projects.
Build customer relationships, train sales representatives, and drive portable defibrillator sales across the assigned territory.