Regional Channel Manager - SPECTRUM

JOB SUMMARY

Interface with all Business Selling Partners (indirect channel agents) within the assigned market service area for purposes of providing face to face sales engagement support for any and all Selling Partners with locally engaged sales in the assigned market. This position is required to ensure that Spectrum achieves local sales revenues by developing programs to recruit and train Selling Partners. The Regional Channel Manager is primarily responsible for the identification, development, and business growth of business-focused indirect channel agents (“the Channel”) in Spectrum service areas. The Regional Channel Manager may actively participate in key sales opportunities and is responsible for initial review and approval of project ROI's for compliance with Division guidelines, and the development of a business case where appropriate.

 

MAJOR DUTIES AND RESPONSIBILITIES

• Actively and consistently support all efforts to simplify and enhance the customer experience
• Contribute to Spectrum’s vision of becoming the preferred provider of communications solutions for businesses in the communities we serve.
• Develop and execute agent recruitment strategies and tactical plan for multiple reseller and partner Channels
• Create, maintain, and update a ready-to-launch event playbook and collateral supply following a “booth in a box” strategy for recruitment events
• Ensure that the Channel partners are correctly on boarded, with all necessary training and communication material
• Provides sales support to channel agents for all new business that is not directed at existing, assigned and restricted accounts
• Organize support of the Channel including assistance in qualifying opportunities and moving them through the sales process
• Drive increased revenues by assisting all agents and sub agents to sell Spectrum Business Services via joint sales calls. (Having an experienced representative in the field and on agent appointments will lead to shorter selling cycles increased closing ratios, higher revenues, and cleaner orders)
• Manage and advise engaged agents on effective solutions to current active business opportunities on new products/services, promotions as applicable
• Responsible for insuring agent orders are processed timely and accurately
• Responsible for preparation of quotes and proposals with agents
• Manage the implementation of Channel partner programs, productivity tools and on-line services
• Coordinate product presentations, demonstrations, and proposals for the benefit of the Channel
• Review and approve ROI's prior to proposals being submitted to prospective customers
• Manage Client Relationship Management (CRM) queues and dashboards for Channel performance
• Develop and maintain a hiring funnel for new partners and agents as required
• Prepare rolling 3 month forecast each month and provide variance analysis on deviations from prior forecast
• Conduct, monthly reviews with market Director and other market management with respect to sales forecasts, opportunities and service delivery issues associated with achieving the sales forecast
• Coordinate with Division and Corporate Marketing on developing the Channel identity
• Leverage all key public speaking opportunities within the assigned territory to spread the word about the Channel
• Meet/exceed all recruitment, sales and revenue and other objectives for the Channel.

REQUIRED QUALIFICATIONS

Required Skills/Abilities and Knowledge

• Ability to read, write, speak and understand English
• Demonstrated ability to sell world-class business communications solutions to large clients
• Valid driver's license, satisfactory driving record within Company required standards, and auto insurance.

 

Required Education

Bachelor’s degree in marketing or business related field, or equivalent experience

 

Required Related Work Experience and Number of Years

• Sales accounts experience – 6
• Experience within Channel sales – 3
• Management experience – 3

 

PREFERRED QUALIFICATIONS

Preferred Skills/Abilities and Knowledge

Extensive knowledge of Channel sales and multi-tier reseller business models is a plus

 

WORKING CONDITIONS

Office environment

Travel as required

SCH330 2024-41900 2024

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A qualified applicant’s criminal history, if any, will be considered in a manner consistent with applicable laws, including local ordinances.


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