Channel Partner Manager

ZOLL Medical•Los Angeles, CA

22h

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 an assigned territory and involves calling on distributors in industrial, manufacturing, and safety environments, as well as office supply, state government, and police agencies. The manager builds relationships, trains sales representatives, and drives sales of portable defibrillators. The position requires meeting hardware and disposable sales quotas; maintaining short- and long-term territory development plans, including an annual business plan; identifying new business opportunities; and maintaining a pipeline sufficient to meet sales expectations. The manager provides customer in-service education, maintains account records in Salesforce.com, submits management reports and forecasts, tracks and maintains demonstration and evaluation inventory, and attends trade shows and other assigned projects. The role is physically based on occasional standing, walking, lifting (up to 25 pounds), talking, and hearing, with frequent repetitive motions and constant sitting.

Requirements

2–5 years of distribution experience, preferably in the industrial or safety market.
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.

Responsibilities

Achieve assigned hardware and disposable sales quotas.
Maintain short- and long-term plans for sales development in the assigned territory, 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 profiles in 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, ensuring equipment is maintained and presented in good working condition; take financial responsibility for assigned equipment.
Attend trade shows and complete other projects as assigned.
Manage manufacturer representatives and develop distributors.
Build relationships, train sales representatives, and drive portable defibrillator sales in the assigned territory.
Control expenses while contributing to ZOLL's profitability.