Sales Channel Manager

2 weeks ago

SaintLaurent, Canada HITACHI ENERGY CANADA INC. Full time

**Description**

We are seeking a dynamic and strategic Sales Channel Strategy Manager to join our team at Hitachi Energy. In this role, you will be responsible for developing and maintaining a highly effective selective sales channel strategy in specified markets to enhance our market penetration and achieve our growth aspirations. You will also plan and execute marketing and sales support initiatives to ensure high levels of customer satisfaction while continuously monitoring channel performance.

**Main Accountabilities**:
**1. Strategy**

Defines and implements the channel sales strategy and budget and ensures regular follow-up. Responsible for providing channel strategy input for the Sales team, and for harmonizing the market sales and marketing plans. Strong collaboration with manufacturer’s reps and region sales managers.

**2. Targets**

Defines key targets (e.g. volume, prices, mix) and ensures these are achieved for the channel in the specified market. Ensures detailed business plans with regular follow up are in place. Proactively collaborate across the business units to ensure external sales budget aligns with internal growth targets.

**3. Negotiations**

Contributes in critical sales and key frame agreements negotiations. Supports manufacturer’s Reps in the offering and proposal process for channel partners. Ability to sell value and maximize price for that value at Hitachi Energy.

**4. Partners**

Identifies and evaluates channel partners together with the Channel Manager(s) and authorizes them in coordination with the Sales management team. Manages annual performance assessment activities for channel partners. Develops and maintains strong relations with the internal business unit personnel.

**5. Marketing**

Coordinates sales and marketing efforts and pricing policies that require channel/segment partner participation. Ensures appropriate communication, promotion and training activities in the channel/segment. Provides monthly activities/business reports.

**6. Channel management**

1) Manage a large multi-billion-dollar national distributor account. 2) Evaluates and certifies qualified Channel partners per channel strategy objectives in the assigned territory. Ensures training for Channel team in aspects of marketing analysis, market segmentation, demand creation techniques, channel models and cost structures, effective channel program development and channel metrics.

**7. Customer relations**

Supports driving strategic distributor partnerships, developing personal relationships with distributor customers and other decision makers. Able to establish and manage relationships at the executive level.

**8. Risk**

Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Responsible for identifying and managing risks relating to contract agreements, terms and conditions and price across customers/channels/segments.

**9. Personal Leadership**

Coaches, motivates and develops representative sales people, regional sales teams and other business line personnel. Drives and ensures know-how sharing and cross-collaboration.

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