Channel Partner and Sales Manager

Job # EM25046

Job Title Channel Partner and Sales Manager

Office Location Roanoke, VA

Business Function/ Department Energy & Infrastructure Solutions/ Commercial

Sales Territory, if applicable

General Role Description

Deliver the comprehensive, long term (three to five year) sales strategy and continuous improvement of the channel partner program

Role Accountabilities

Grow and sustain the channel partner business, through the effective use of market research and forecasting of the channel partners and industry segment management

Establish channel training and client sales strategy to leverage Company capabilities as a differentiator to position Company products more effectively in the region

Build and lead a team of committed and capable employees to ensure successful execution of the sales strategy

Develop and execute on channel expansion to broaden market and geographic coverage across the assigned region, aligning channel expansion strategy with market intelligence in key industry segments

Resolve potential channel conflict with other partners and Company direct sales by fostering excellent communication internally and externally

Ensure new channel partners are proactively qualified and recruited

Formulate orders and revenue forecasts in support of the business unit's business plan

Provide business executives with timely updates on sales activity, performance, integration of corporate business project processes, market trends and client relationship issues

Determine the budget, manpower and business resources required to support advertising, brochures, trade shows and technical seminars for channel partners

Develop relationships to influence within a network of internal, domestic, and international company contacts to coordinate and influence securing the resources needed for securing the strategy

Develop relationships with a network of purchase influencers within current and potential client organizations to position the Company to bid for new projects

Ensure the accurate maintenance of proposals, contracts, and business activities per corporate guidelines

Establish metrics for performance, track progress, drive improvement plans or channel changes when necessary

Provide analysis and recommend projects to be pursued

Ensure Company support for channel partners for client meetings, presentations, and industry events

Establish contracts with channel partners in compliance with corporate guidelines, in cooperation with the Company contracts team

Create context for and oversee the development of the individual proposal process for key clients

Establish and allocate the travel budget for team members

General Employee Accountabilities

Bring full effort to bear on tasks assigned by manager

Give manager best advice

Give earliest notice when work cannot be delivered as specified

Cooperate and collaborate with peers and interact cross-organizationally as specified by manager

Exemplify Company Core Values: Integrity, Client Focus, Team Orientation, and Personal Commitment

Comply with all Company policies, practices, and procedures and all regulations and laws

Recommend viable improvements proactively

Ensure effective utilization of business tools and processes

Manager Accountabilities

Build and lead a team of committed and capable employees

Plan for, appropriately assign, resource, and integrate the work of the team

Lead, expect, and implement continuous improvement

Own the output of the team

Ensure team members fulfill functional and general employee accountabilities

Exercise effective managerial leadership to include

Two-way managerial team working

Fair and just treatment of direct reports

Context setting

Planning

Task assignment

Ongoing performance management

Coaching

Selection and orientation

De-selection and dismissal

Requirements

Minimum Qualifications

Bachelor's degree or equivalent education and/or experience

3 years' channel partner program development and execution experience

5 years in a direct client facing position

5 years' technical management or technical management experience

Demonstrated success in business development in complex sale and sales activities related to multi-million-dollar projects or systems

Demonstrated success leading teams to accomplish business goals

Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts

Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills

Demonstrated continuous improvement in areas of responsibility

Proficiency in MS Office, a CRM tool, and an ERP business system

Availability to travel approximately 60% in North America and occasionally, internationally, with limited notice

Preferred Qualifications

Bachelor of science in electrical, mechanical, or chemical engineering or related engineering discipline

5 years' technical or technical management experience with rotating equipment, large electrical drives or other capital equipment in the oil and gas, power generation, mining, cement, and/or other general industries

Demonstrated success leading remotely located teams to accomplish business goals

Existing, successful relationships with purchase influencers at the Company's client and potential client organizations

Demonstrated success in vendor pre-qualifications and other typical procurement requirements for the industry segment

. Link to TMEIC Corporation Americas website: https://www.tmeic.com/. To be considered an applicant for any available positions, individuals must complete an online job application for each posting. A resume may be attached to the online application but is not considered a substitute for the information in the application. Applications will be considered only for the specific position for which the application is submitted.

EEO/AA/M/F/Vet/Disability Employer