Overview

Otter Products is recruiting a Channel Account Lead to join our OtterBusiness team! This role can be based remotely anywhere in the U.S. with preference to the Chicago metro area.

As the Channel Account Lead, you will play a critical role in the overall growth of OtterBusiness, the Commercial Business Unit for Otter Products. In this role you will develop, manage, and lead all go-to-market aspects for a National Service Provider (NSP), displaying the necessary experience and proven track record of success with channel resellers and distribution. 

Achieving success in this role will require creativity and innovation as well the ability to collaborate closely with internal organizations such as sales, marketing, product, and operations. This role requires strong decision-making abilities, analytical skills, and in-depth commercial business acumen that will impact the success and growth within assigned NSP. 

About OtterBusinessOtterBusiness is the commercial division of Otter Products, the maker of OtterBox, the #1 most trusted smartphone case brand in the U.S. OtterBusiness is dedicated to bold innovation and persistent collaboration of solutions for businesses, schools and governments, OtterBusiness seeks to enhance productivity and efficiency by looking beyond the case to a full solution for every individual use case. Our goal is to ensure the right products are placed in the capable hands of mobile workforces to activate customers and partners to unlock their full potential. For more information visit otterbusiness.com

About Otter Products

Otter Products, we grow to give. From our founder's garage in 1998 to the global technology leader we are today, Otter Products continues to drive growth through innovation. Through our industry-leading brands - OtterBox, Liviri and OtterCares - we provide our partners the number-one selling and most trusted products in our categories. Our philanthropic spirit is the foundation on which we foster our partner relationships, allowing us to grow and to give - together. By way of our charitable arm, the OtterCares Foundation, we support our communities and invest in our future through education that inspires kids to change the world. And even as our global community of Otters continues to grow, our founder's core values are still at the heart of everything we do. We measure our success by our ability to give back to our communities and strengthen opportunities for all. For more information visit otterproducts.com

Responsibilities

Core Sales and Account Management 

• Establish and cultivate strong relationships with the NSP to understand their business needs, objectives, and market positioning.
• Lead overall business plan development, alignment, and execution to achieve/exceed growth objectives and deliver revenue and profit targets.
• Collaborate with internal and external teams to define, align, and implement strategic growth plans. 
• Create new opportunities within NSP by leveraging OEMs and vertical focused strategies.
• Responsible for account management, marketing, and product management activities.
• Responsible for understanding competitive insights and trends. 
• Identify new revenue streams, projects, and products to drive growth. 
• Develop and execute Otter strategy and targeted sales plays.
• Manage, maintain, and negotiate all necessary contracts and RFP’s.
• Develop relationships with regional and national NSP decision makers.

Business Forecasting & Planning 

• Develop monthly, quarterly, and annual sales & profitability targets and attainment plans. 
• Monitor and analyze sales results, performance metrics, business behaviors and trends to identify opportunities for growth. 
• Analyze market trends and customer and partner behavior to identify growth and expansion opportunities.

Executive Engagement

• Participate in strategic operations and leadership meetings to provide accurate, up-to-date sales performance, demand plan and partner with Otter Commercial Sales to cover sales funnel data. 

NSP Engagement

• Partner closely with Otter’s Product, Marketing & Sales teams to select, develop, and create sell in assets which include differentiated vertical sales plays with the NSP. 
• Analyze sales results and trends to identify opportunities for new plays and current play evolution.
• Partner with NSP sales leadership to execute vertical sales plays.

NSP Sales Enablement 

• Work closely with Otter’s Product, Marketing & Sales teams to create, develop, and execute vertical sales plays. 
• Sales Training/Awareness: participate in the development and ongoing execution of Otter’s learning management system (LMS) for NSP sellers and technical team.

Additional Responsibilities 

• Support and maintain a positive safety culture by following all safety policies and procedures and actively contributing to a safe working environment.
• Other duties as assigned.

Qualifications

• Bachelor’s Degree required. Experience in lieu of degree may be considered.
• Minimum ten years of experience managing or supporting the CDW account.
• Experience with Salesforce PRM preferred.
• Ability to travel up to 50%.

EEO

Otter Products, LLC is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, marital status, pregnancy, sex, sexual orientation, gender, gender identity or expression, national origin, disability, veteran status, or any other characteristic or status protected by law.

For US Based Roles Only - Compensation Range Minimum

USD $121,400.00/Yr.

For US Based Roles Only - Compensation Range Maximum

USD $138,000.00/Yr.

Additional Total Rewards

This position is eligible for the Profit Sharing Program., Otter Products offers a robust benefits package to eligible employees including medical, dental, vision, basic life, voluntary life, long-term and short-term disability, employee assistance program, flexible spending accounts, health savings account, and 401(k) retirement plan. Additionally, for eligible employees, we offer accrued paid time off based on seniority, volunteer time off, parental leave, bereavement leave, company holidays, and years of service awards. Check out otterproducts.com/careers/why for more info., Sales Bonus Compensation Program - Total target compensation is made up of 60% Base, 40% At Risk