Channel Sales Director

2 weeks ago

Ballerup, Ballerup Kommune, Denmark GN Store Nord AS Full time

About This Role:

The VP of Channel and Distribution Sales will oversee the development and implementation of sales strategies to enhance revenue growth and expand market presence through our channel and distribution network. This role requires a deep understanding of UC and AV technologies, market dynamics, and channel structures, along with proven leadership skills.

Key Responsibilities:

Strategic Planning:
  • Develop and launch a comprehensive channel and distribution plan aligned with the company's sales goals and corporate objectives in the Unified Communications and Audiovisual markets.
  • Identify and evaluate potential channel partners, including resellers, integrators, and distributors, to expand market reach in the UC and AV sectors.
  • Monitor industry trends, technological advancements, and market conditions specific to UC and AV to adjust strategies as needed.
Partnership Development:
  • Build and sustain robust partnerships with essential channel allies and distributors focusing on UC and AV solutions.
  • Negotiate contracts and agreements with channel partners, ensuring mutually beneficial terms that consider the unique aspects of UC and AV products.
  • Collaborate with partners to develop joint business plans, sales targets, and marketing initiatives tailored to the UC and AV markets.
Sales Management:
  • Direct the channel and distribution sales unit, providing strategic oversight, coaching, and continuous learning to promote peak effectiveness in the Unified Communications and Audio-Visual industry.
  • Set and achieve sales targets through UC and AV channel partners and distribution networks.
  • Analyze sales data and reports within the UC and AV sectors to track performance and make data-driven decisions.
Collaboration and Communication:
  • Work closely with internal teams, including Global Sales, peers within other Sales Regions, Marketing, and Business Units, to ensure alignment and support for channel and distribution strategies in the UC and AV industries.
  • Communicate channel and distribution strategies, goals, and performance metrics to executive leadership and other stakeholders.
Financial Management:
  • Manage the budget for channel and distribution sales, ensuring efficient use of resources in the UC and AV sectors.
  • Monitor and report on the financial performance of channel and distribution activities, including revenue, margins, and ROI, specific to UC and AV products.
Market Expansion:
  • Identify opportunities for market expansion within the UC and AV industries through new channels, product categories, or customer segments.
  • Develop go-to-market strategies for launching new UC and AV products or services through existing or new channels.

Qualifications:

  • Bachelor's degree in Business, Marketing, or a related field. MBA or other advanced degree preferred.
  • 15+ years of experience in sales, with a significant portion focused on channel and distribution management within the UC and AV industries.
  • Demonstrated experience in expanding channel sales within the unified communications and audiovisual sectors.
  • Proficient in the negotiation of agreements and engagement with central partners and vendors in the UC and AV sectors.

Performance Metrics:

  • Achievement of sales targets through channel and distribution networks.
  • Growth in market share within key channels.
  • Effective execution and establishment of channel strategies.
  • Partner satisfaction and retention rates.
  • Financial performance metrics such as revenue, margins, and ROI.

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