Prospecting, Market Development, and Planning
• Collaborate with teams across the organization (sales, marketing, finance…) - both at HON and with partners - to successfully support partner relationships, sales opportunities and go-to-market plans
• Work with team members of all levels, including executives and the C-suite, to exert influence and produce results
• Recruit, train and manage direct reports
Watch: Career Advice
• Work with marketing to develop and implement marketing programs to generate interest, develop relationships, train partners, and drive opportunity and revenue growth
• Recruit new partners as necessary (traditional and non-traditional)
• Single point of Sales contact for LOB alignment and delivering agreed upon Channel goals
Customer-Facing Account Development and Closing
• Manage direct reports to ensure that partners achieve Sales and NBO AOP commitments
• Meet with partners as needed to support relationship and / or co-selling objectives
Contracting, Dealing with Implementation Issues, & Customer Service
• Oversee pricing regulations for partners
• Develop and oversee incentive programs for partners
• Oversee enablement activities such as partner training and engagement of internal (HON) resources
Travel, Training, Other Misc.
• Train/support direct reports
• Travel to direct reports and partners as needed
Qualifications
Basic Qualifications:
• Bachelor’s degree or in lieu of a degree 10 years of related experience
• 10+ years Sales experience
• 4+ years in a management role
Preferred Qualifications:
• Excellent (written & verbal) communication, as well as the ability to work effectively across all functions and collaborate to achieve company goals and objectives
• Strong sales management ability
• Relationships with executives at relevant partner organizations
• Strong relationship-building & influencing skills – ability to gain trust and “buy in” of channel partners quickly
• Ability to conduct financial and strategic planning with channel partners
• Ability to identify training needs and facilitate technical and sales training with branches
• Ability to identify optimal go-to-market strategy among various approaches
• Strongly manages business relationships with distributors & holds them accountable, enforcing rules of engagement
• Keen understanding of HON products, markets, and applications
• Proven outside sales track record; ability to drive sales/co-sell with distributors
• Ability to leverages internal and external resources (AE’s, Manufacturers Reps) to promote co-selling with partners when appropriate
• Detail oriented and organized
• Ability to travel per business needs. Up to travel 75%
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