What are the responsibilities and job description for the Territory Sales Manager-Central, West Coast position at Durabook Americas?
- Select, recruit, and onboard new partners based on fit and mutual objectives.
- Provide highly skilled sales and technical level communication of the Durabook Value Proposition to both partners and end-user customers.
- Develop an annual business plan that supports your assigned territory and revenue goals. Business plans would include information such as targeted partners, verticals, positioning, high-level marketing efforts, etc.
- Set and track sales targets aligned with company objectives. Resolve conflicts and provide solutions to partners and customers promptly.
- Represent Durabook at partner events, activities, and conferences.
- Must be able to work with partners to uncover opportunities, qualify them, and formulate & implement action plans to develop them into projects.
- Take ownership of the business as if it is one’s own, utilizing the resources Durabook provides. Be the entrepreneur creating and fulfilling the demand for Durabook offerings.
- Maintain an opportunity pipeline at least four times larger than one’s revenue and margin targets at all time.
- Conduct joint sales calls with partners to visit customers to share the Durabook story and to discuss specific opportunities.
- Ability to work with end-user customers directly when appropriate (formulating product suggestions, coordination, and assisting of closing projects).
- Getting in front of partners and end-user customers for face-to-face meetings is a priority.
- Responsible management of company resources as it pertains to travel and ongoing expenses
- Work with distributor partners to manage pricing, inventory, and supply for specific opportunities.
- Gather partner and customer feedback to the Product Development, Product Management, and Engineering teams to help in continual improvement.
- Implement and manage sales/marketing programs for partners, such as sales incentives, floor days, demo programs, print/digital marketing, contests, and tradeshows.
Qualifications/Experience:
- 3 years of related experience in Partner or Channel Sales Roles, with End User Sales Experience as a plus.
- Experience in the Computer Hardware business.
- Minimum of Bachelor's degree in business, marketing, science, or engineering.
- Must live within the territory (Central, West Coast).
- Ability to travel up to 65%.
- Strong work ethic and ability to multi-task.
- ·Ability to travel up to 65%
- Able to demonstrate a successful track record in sales
- Excellent presentation and interpersonal networking skills
- Strong, thoughtful, and well-crafted written/oral communication and negotiating skills
- Ability to think strategically and tactically in understanding the bigger needs of partners and customers.
- Ability to establish the required partner engagement and presence to ensure maximum impact on opportunity creation
- Problem-solving approach leveraging internal and/or external resources, conflict resolution, and follow-through with partners.