Regional Sales Manager

Element Solutions Inc•Piscataway Township, NJ

16d•$106,000 - $160,000

About The Position

The Regional Sales Manager (Channel Partner Manager) drives profitable revenue and margin growth through distribution channel partners for a defined territory within the Northeast USA and Eastern Canada. The role manages channel-partner relationships and supports existing business and new-product implementation projects by answering technical questions, recommending products, and helping partner sales representatives close new business. The manager oversees significant channel-partner opportunities through the company’s Roadmap to Revenue process in Salesforce, sets partner targets, and motivates and coaches partner employees. The position requires ownership of customer and channel-partner relationships and accountability for their needs, deliverables, and execution through the internal sales team. Travel to work with channel partners is expected for at least 25% of the time.

Requirements

Bachelor’s degree required.
Proficient written and verbal English.
At least 25% travel to work with and interact with channel partners.
Ability to manage multiple projects and tasks to committed deadlines.
Strong interpersonal, written, verbal, and presentation communication skills; ability to work effectively with personnel across departments, channel partners, and customers.
Solid understanding of distribution as a route to market and experience managing relationships with distribution partners.
Strong business and selling skills, including negotiation, asking questions, identifying and quantifying value, and managing expectations.
Credible command of relevant products and applications, including the ability to understand the technology, its uses, and customer benefits and value.
Strong individual time-management and scheduling skills.
Strong competence with sales processes and CRM systems.
Proficiency with Excel.
Ability to collaborate internally and externally, understand customer needs, and grow business through relationships.
Self-management, adaptability, resourcefulness, initiative, and ability to work as part of a team in a fast-paced environment.

Nice To Haves

Graduate degree and specific credentials in a related field are encouraged.
Enthusiasm, high energy, and a sense of humor.

Responsibilities

Establish effective working relationships with channel partners to foster collaboration and cooperation.
Support channel-partner sales representatives and customers with existing business and new-product implementation projects.
Answer technical questions and assist with product recommendations.
Provide support and training to channel-partner sales representatives to help them close new business.
Manage significant channel-partner opportunities through the Roadmap to Revenue process in Salesforce.
Set targets for channel partners to support continuous improvement and business growth.
Motivate and coach channel-partner employees to help them meet their goals.
Build channel-partner sales personnel’s awareness of the company’s solutions and encourage them to lead with and sell those products.
Own customer and channel-partner relationships, managing needs and deliverables and ensuring execution and accountability through the internal sales team.
Travel to work with and interact with channel partners for at least 25% of the time.