Channel Sales Director - GE Energy Management - Marietta Georgia

Job description
The Digital Energy (DE) Channel Sales Director for North America is responsible for top line growth through indirect Channel partners, financial results and forecasting, and ensuring channel compliance and effectiveness.This role will lead a team of Channel Sales Managers that work with indirect channel partners (Distributors, Value Added Resellers, Reseller, Representative), covering the full scope of DE products, software, and solutions offerings sold through our indirect Channel partners. In addition, you will:

Be responsible for Digital Energy growth targets and operating plan for Channels in North
America
Develop and execute North America channel growth strategy & initiatives, planning and forecasting for indirect channel segment, including channel structure, enhance the utilization of existing channels with a view to integrate and simplify where appropriate
Develop resource allocation for indirect Channel coverage, growth strategies for product lines, and channel territory/operating planning
Partner with specific P&L’s to lead strategies for identifying, developing and managing new channels in North America
Work with DE Global Channels leader and GE Energy Channel leaders to drive channel initiatives, pilot programs, set plans, review channel performance and set clear expectations with channel leadership
Provide channel coverage maps, develop product line approach and create ideal partner profiles for coverage effectiveness
Lead and develop assigned Channel Sales Managers
Own orders/convertible orders/sales Operating Plan for the quarter, year, and 5 quarter pipeline for the indirect Channel segment in the region
Develop / measure Channel Sales Manager individual operating plans
Drive aggressive growth targets: volume, mix, penetration, and timing
Meet or exceed operational requirements: analytical reporting, operating reviews, cost, and employee performance
Own regional input for Channel GPB/SII planning and forecasting
Drive strategy, growth and Channel initiatives
Understand channel competitiveness within Region
Build Channel relationships and communication at Principal / Owner level
Translate concepts, develops strategy, and implements change
Participate in cross-functional business and cultural development
Create a culture of highest integrity and compliance within indirect channels

Desired Skills and Experience
Bachelor's Degree from an accredited university or college Masters preferred
Minimum of 5 years of experience in management of indirect channels, industry-related sales and/or marketing
Minimum of 3 years of experience leading a sales or channel team
Minimum of 3 years of experience utilizing customer relationship management tools
Proven project management skills
Excellent interpersonal skills, with emphasis on relationships and leadership
Proven coordination and influencing skills, experience in matrix organizations
Knowledge of customer financial drivers / needs
Demonstrated ability to apply Six Sigma to improve customer satisfaction; Green Belt certification or equivalent quality certification
Change management mindset
Ability to develop and maintain customer relationships at all levels, including the CEO/Executive staff level
Demonstrated leadership capabilities
Customer-focused mindset with proven ability to respond quickly to customer needs
Strong communicator: Ability to bridge between business / technical topics and communicate effectively at all levels, including customer management
Proactive work style, creativity, energy. Ability to multi-task and work under pressure. Selfstarter with high energy level is critical to success in this position
Strong sales acumen with clear verbal and written communication
High proficiency in utilizing analytical software and sales tools (SF.com, Excel, etc.)
Knowledge of Lean Six Sigma principles to eliminate waste and improve simplification in how channels interface (Master Black Belt certification or equivalent quality certification)
Ability and willingness to travel regularly, minimum of 50% of the time

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