Sr. Channel Sales Representative

Introduction:

The Senior Channel Sales Representative is responsible for achieving the company revenue objectives and overall business plan for the Channel Business Partners, Distributors, programs, associated staff, and work streams in support of the company's business, within North America. This position is responsible to manage a group of support personnel, partner programs, facilitation of orders and shipments, management of the company's product line along with establishing and maintaining positive, long-term relationships with existing and new Business Partners, Distributors, and end user clients. This position reports to the Director, North America Channel Sales.

Responsibilities:

• Execute tactical and strategic consultative sales partner plans for existing and new business partners in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of staff, Partner, and Distributor queries effectively and dealing with various selling objections during the sales process.
• Establish and maintain a high level of positive and effective contact with key partners, distributors, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major client accounts within the Channel.
• Develop and manage effective partner/distributor programs to optimize sales revenue and gross profit in tandem with other company personnel. Manages the metrics for success and creates dashboards to evaluate overall effectiveness.
• Develop, manage, and maintain a robust pipeline of sales opportunities through the entire sales cycle using the company CRM to log and keep track of sales opportunities. Use the CRM to accurately forecast current and future potential sales leads using the defined company forecast methodology.
• Present and demonstrates Toshiba Products in group meetings to senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.
• Maintain up to date and accurate customer sales records and related customer databases. Help provide input when requested to partner/customers RFP/RFIs.
• Maintain constant awareness of markets, competitor activities and problems within the Channel, recognize trends that develop, and make appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions.
• Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule.
• Identify opportunities for improvement processes in general working practices and team efficiency. Will work very closely with other members of the Sales Group which are peers to client success and to provide a seamless interface into the company sales efforts.
• This position manages a group of individuals which will require the establishment of bi-annual group quota objectives, manage profit and margin, prepare annual reviews, and overall channel management activities in a given plan year.
• Give guidance and mentorship to staff to "lead by example" and provide support to various needs of personnel. Provide strong mentorship to staff with having a "whatever it takes" attitude to succeed.

Required Qualifications/Skills:

• Has 6-8 years of Business Partner/Distributor Management experience in a similar industry and has directed a group of individuals in the achievement of revenue goals for a Channel Partner Program.
• Has operated under a sales quota system and achieved on-target revenue achievement in multiple years.
• Deep product expertise and working knowledge of how assigned solutions will solve complex business problems in a retail client's environment. Working retail industry knowledge or actual experience working within the industry.
• Ability to execute tactical and strategic sales partner plans for existing and new clients in order to achieve the revenue targets as assigned. This includes the handling of customer queries effectively and dealing with objections during the sales process.
• Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO, Owner, and other managers.
• Works well in a team selling environment and maintains good working relationships with other functional company departments such as Professional Services, Product Management, Marketing, Engineering, etc., to ensure both partner & company requirements are met or exceeded.
• Create or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.

Preferred Qualifications/Skills:

• College Degree or Work Experience equivalent
• Must possess effective written and verbal communications skills.
• Should be able to demonstrate PC proficiency in MS Word, Excel, and PowerPoint as well as learn any corporate or industry administrative software used by the position.

About the Company:

Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands. Have you ever been in a hurry and made use of the self-checkout at Lowe's Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ's, or Costco? These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader.

The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let's get together to drive the new economy.

Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:

• Group health coverage (medical, dental, & vision)
• Employee Assistance Programs
• Pre-tax spending accounts
• 401(k) plan (with company match)
• Company provided life insurance
• Pet Insurance
• Employee discounts
• Generous paid holiday schedule, paid vacation & sick/personal days

EEO:

Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, ancestry, color, religious creed, disability, marital status, medical condition, genetic information, military or veteran status, national origin, race, sex, gender, gender identity, gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email [email protected] to request an accommodation

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)