Dupont Building Solutions Channel Manager

Channel Manager

MarketSource, Inc. is a premier provider of integrated sales & marketing solutions to Fortune 500 companies. We offer a dynamic entrepreneurial environment that fosters creativity and provides unlimited opportunities for personal and professional growth.

Job Summary:

The Outside Sales Account Channel Mgr. position provides an excellent opportunity for a motivated, self-managed individual looking for a challenging career in a fast-paced industry. The goal of this position is to increase sales and share of DuPont Performance Building Solutions products by analyzing, developing, maintaining and managing key dealers. The Channel Manager will be the point of contact for the demand creator(s) in their territory.

Essential Functions:

• Focus is on dealer maintenance and acquisition of new dealer accounts.
• Coach, develop, and guide the demand creator to convert or acquire new builders. Specifically, how to sell the value of DuPont Products. Joint travel as needed
• Point of contact to provide demand creator information like price, rebate, and dealer stocking locations.
• Point of contact for key dealers and Co-op partners (Account Executives, Traders)
• Focal point on market pricing in market, keeping Territory Manager and Demand Creator informed of market pricing and competitive prices.
• Point of contact at key dealer locations and supporting marketing/promotional initiatives (shows, etc.); programs; job and customer specific pricing.
• Develop, communicate and execute against tactical implementation account plans that support the national business objectives for all strategic distributor locations in their area.
• Manage and Participate in key dealer shows
• Would be considered the contact point for credit issues, for new account set up and for Order Management Inquiries.
• Would be responsible for identifying, meeting with and understanding strengths and weaknesses of competitive distribution within assigned territory.
• Provide input to the Sales Leader, Market Manager, and Regional Sales Director on a regular basis relative to needs, trends, and opportunities for these customer groups.
• Travel: 60% on the road, 40% office
• Daily updates in Salesforce.com (CRM) to record all activity, account profiles, opportunities, etc.
• Identify and manage opportunity pipeline delivering revenue against business goals
• Conduct continuing education unit (CEU) and product presentations to better inform and educate as needed
• Maintain an effective home office while working independently and pro-actively

Qualifications

Candidate must possess the following qualifications to be considered for the position:

• BA/BS preferred
• Five years of sales experience
• Prior experience of discovering, defining, growing and capturing existing and new market opportunities
• Proven track record of account development, planning and sales growth
• The ability to identify key decision makers and build customer relationships
• A team player - The ability to collaborate, share information and resources, and work cross functionally to achieve common goals.
• Persuasive – Strong negotiation skills with the creativity to create win/ win solutions
• Strong communication skills – Strong verbal, written, listening and presentation skills
• Planning and organizing – The ability to plan and execute the sales process in an organized fashion
• Interpersonal strength – Must develop and maintain close relationships with team members, value chain partners, customer and end users.
• Professional with strong business acumen
• The ability to manage and perform well under pressure
• Computer proficiency required in MS Office
• Experience with a CRM system (Salesforce.com preferred)
• Overnight travel required up to 60%
• Living locally within the assigned territory

The following qualifications are preferred:

• Experience and success in the building and construction industry
• Previous experience in various businesses demonstrating creative problem solving and unique approaches to sales and market development within the construction field.
• The flexibility to learn and incorporate new sales processes such as the Challenger Sales method.
• Experience generating and defending product specifications through a long sales cycle with various stakeholders.

The wage range for this position is $70,000 to $90,000 annually. We reserve the right to pay above or below the posted wage based on factors unrelated to sex, race, or any other protected classification.

MarketSource, an Equal Opportunity Employer