Director - Sales - Channel-AVT - Panasonic - Newark

Job description
Panasonic's vision of the digital future is driven by the needs and aspirations of our business customers and millions of consumers around the world who use our products every day. We share their dream to live a fuller life by providing ways of working smarter and enjoying the rewards of technological advances. At Panasonic, our success depends on every single employee's contributions - because the more we grow as individuals, the more we grow as a company.
Through its broad range of integrated business technology solutions, Panasonic empowers professionals to do their best work. Customers in government, healthcare, production, education and a wide variety of commercial enterprises, large and small, depend on integrated solutions from Panasonic to reach their full potential, achieve competitive advantage and improve outcomes.
The complete suite of Panasonic solutions addresses unified business communications, mobile computing, security and surveillance systems, retail information systems, office productivity solutions, high definition visual conferencing, projectors, professional displays and HD video production. As a result of its commitment to R&D, manufacturing and quality control, Panasonic engineers reliable and long-lasting solutions as a partner for continuous improvement. Panasonic solutions for business are delivered by Panasonic System Communications Company of North America (PSCNA), Division of Panasonic Corporation of North America (PNA), the principal North American subsidiary of Panasonic Corporation.

Currently, PSCNA has an immediate opening available for a Director of Sales
At Panasonic, we are constantly striving to improve and grow both personally and professionally. We put our customer first, and demand only the best. We are looking for those that share our passion.

The Sales Director/Manager will be responsible for the following areas:

ACCOUNTABILITIES:
Sales Management·
Manage and strategically grow our AVT sales within top integrators and partners
Align and communicate with Product Management/Business Strategies/Business Unit
Establish and maintain strong relationships with key partners
Create and implement the overall long term strategy for each territory
Continually drive the strategy to the PSM’s through strong management of three (3) National Sales Managers.
Planning/Review/Reporting
Develop clear and concise annual and mid-term plan for the business including sales volume, expenditures, profit or loss targets and, for the mid-term, strong product development plan.
Develop a clear strategic plan to grow all AVT Products and solutions (Pro-video, Projector, Display)
Working with PSCNA Supply Chain Management Team forecast purchase, sales and inventory 90-120 days out based on analysis and interpretation of general economic environment, specific market trends, franchisee certification, sales data, etc.
Working with all business functions and review market analysis to determine customer needs, volume potential, prices, and develop sales/marketing campaigns to accommodate the goals of the Business Plan.
Establish the appropriate measurement tool to periodically to ensure attainment of Business Plan and quota sales, profit and inventory targets. Report progress to PSCNA.
Work with other channel leads to uncover opportunities to expand our channel representation through Top PSCNA partners and Direct Marketing Representation.
Align the verticals with the key integrators to ensure direct Panasonic representation at key end user customers
Business Management
Responsible for achievement of business plan profit through control of expenditures as well as gross margin on sales.
Responsible, in conjunction with PSCNA marketing, for developing, introducing & evaluating sales
Manage the business unit function with a business plan of $300M in annual sales and a total staff of 24 to 27 people
Some international Travel may be required. (75% total overnight required)
Establish and drive a Territory Management mindset
Ensure the team is meeting all KPI’s, managing SLX effectively, and take swift action on those not meeting standards
Drive strong pipeline in channel focus markets such as House of Worship and Rental and Staging.

Desired Skills and Experience
QUALIFICATIONS
4 year degree or equivalent, Masters preferred
Minimum of 10 years industry experience is required. 5 years of Selling experience highly recommended.
Specific Channel Management experience is advantageous and thorough solutions selling skills essential.
Ability to thoroughly understand and manage all aspects of a business unit, including P/L implications of decisions.
Strong communicative, interpersonal and negotiating skills required. Strong Leadership skills.
Both strong written and verbal skills required to effectively communicate with all levels (up to the Director level), PSCNA HQ Operations, Customers, Resellers, Sales, and other internal shared services resources

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