Channel Development Specialist - Hybrid

Job Details

What You Will Do

The Channel Development Specialist will report to the Channel Sales Manager for the Ducted Systems Parts business and will interact extensively with the DS Parts Customer Service, Marketing, Materials Management, Operations, and Warranty Administration teams and with the DS equipment sales team(s) for their assigned channel(s). The Channel Development Specialist will proactively identify parts sales opportunities within their base and work with the Channel Sales Manager in helping to secure these opportunities and generate profitable growth through quota attainment for the assigned customer base.

How You Will Do It

• Maintains ongoing relationships with key distributors serving as first-level point of contact for their assigned base of customers.
• Prospects for new sales opportunities via outbound phone, email or other electronic communication.
• Will apply company BI tools to analyze sales trends with current customers to identify sales opportunities and report findings to the DS Parts Team.
• Will conduct research on the competitive landscape with their assigned distributor base and will initiate competitive pricing actions based on this research with the guidance of the Channel Sales Manager and Divisional Pricing Director.
• Be responsible for responses to distributor order and quotation requests for all levels of accounts received via outside salespersons, telephone, e-mail, and written and faxed correspondence.
• Will serve as their distributors' primary conduit of information regarding marketing and training initiatives and seek to secure customer investment in these opportunities.
• Train distributors on system tools (esp. Parts Navigator & Order Navigator applications).
• Will serve as backstop to Customer Service Management Team for escalation of distributor issues and will seek mutually agreeable resolutions cooperatively within the DS Parts Management Team.
• Create and distribute frequent distributor-facing communications and occasional presentation materials.
• Partner with distributors to understand unmet customer (contractor/end user) needs and conduct VOB and VOC interviews when it is appropriate to solve distributors' and customers' struggles and to get a deep understanding of the markets where assigned distributors operate.
• Fulfill occasional field requirements for customer-specific ad-hoc sales and performance reporting, recommended to stock lists, marketing collateral materials, etc.

Occasional travel (< 10%) may be required for training, customer or industry events, joint sales visits with outside sales team members, or independent sales visits. Ideal candidate would be within commuting distance to either our Wichita, KS or Norman, OK plant.

What We Look For

Required

• Bachelor's Degree in a related field; Relevant work experience acceptable in lieu of degree.
• Minimum 3 to 5 years' experience and a consistent record of accomplishment in inside or outside sales roles.
• Ability to calculate discounts and margins, to apply concepts of basic algebra, and to solve practical problems.
• Demonstrated effective presentation skills to audiences of diverse business and technical acumen.
• Effective interpersonal skills and perseverance under stress.
• Candidate must be a self-starter, have an ambitious spirit, and be growth- and goal-oriented

Preferred

• Working experience with OpenGlobe (Salesforce), email marketing, social media marketing, e-commerce, SAP operating system.
• Familiarity with two-step distribution in HVAC or a related trade, preferably including repair parts and warranty experience.

#LI-Hybrid

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.