Distribution Channel Manager
Innovative Circuit Technology Ltd. (ICT) is a leading supplier of DC power systems to the wireless industry. Our mission is to provide DC power solutions to run the critical wireless networks that keep people connected, safe and informed. Our innovative, intelligent power solutions allow customers to monitor and control their DC power infrastructure at local and remote sites, increasing their Quality of Service and reducing operating expenses. For more information about what we do, visit www.ict-power.com.
We are looking for an experienced Distribution Channel Manager to manage distributor channel partner relationships by planning and executing on strategic initiatives to achieve assigned sales revenue targets for distributor accounts. This position will be responsible for managing and growing sales through our channel partners and will require monthly travel to visit with distributor accounts to provide product training, attend trade shows, and joint sales calls with end-user customers. The Distribution Channel Manager will work closely with distributor product managers and marketing personnel to ensure brand awareness of ICT products at distributor accounts. Other functions include creating and personally delivering product training, sales training, identifying and targeting end-user customers, and developing and participating in marketing programs and activities to drive awareness of ICT solutions.
The ideal candidate must work well individually and as part of a team-based collaborative environment. The candidate must be self-motivated and willing to conduct outreach and engagement with ICT’s channel partner management and sales representatives.
Why Join ICT?
- Positive team environment & culture
- Well established company experiencing strong stable growth
- Competitive total rewards package including extended health, dental, wellness, employee family assistance plan, RRSP matching, paid time off
Responsibilities:
- Meet and exceed assigned sales revenue quotas.
- Manage and support North American and International distribution channel partners to meet revenue targets.
- Build and maintain a strong, trusted advisor relationship with key distributor contacts.
- Travel regularly with outside distributor sales reps on joint customer visits to gain mindshare of distributor sales reps and promote ICT solutions to customers.
- Create and maintain dynamic, real-time key account plans for each distributor account, with identified strategic initiatives to grow ICT sales within each account.
- Monitor key account metrics to ensure all key performance indicators are met and provide weekly updates to the ICT Sales Manager on key initiatives and objectives for each distributor account.
- Work with ICT’s Marketing Communications Manager and distributor accounts to define a marketing plan to increased ICT brand awareness.
- Facilitate through channel partners quotations to customers and follow up on quotations to end-user customers.
- Conduct regular product and sales training with distributor sales reps.
- Communicate clearly and effectively to internal ICT personnel regarding new and existing sales opportunities, customer feedback and new product requirements.
- Remain current on industry trends, market activities and competitive products.
- Maintain in real time, a sales forecast and accurate opportunity funnel.
- Update Salesforce database with all correspondence and activities to ensure all information is recorded and proper sales processes are followed.
- A moderate degree of travel is required for this position (monthly).
Skills and Attributes:
- Ability to create a sales and marketing strategy to successfully grow revenue within your assigned accounts.
- Excellent people skills and the ability to build relationships with people at all levels within an organization.
- Asks thoughtful and relevant questions, exhibits critical thinking skills, displays effective listening, demonstrates product value effectively.
- Demonstrates effectiveness in linking product features/benefits to client needs.
- Initiates action and follow-up with customers.
- Must possess strong technical knowledge and the ability to discuss technical requirements with customers.
- Ability to multitask and change priorities to consistently meet and exceed customer expectations.
- Proficient knowledge of PC applications such as Outlook, Word, Excel and PowerPoint.
- Excellent verbal, written, and presentation skills are essential.
Qualifications & Experience:
- Experience in account management and onboarding new channel partners is essential (candidates with no account management experience will not be considered).
- Experience in sales of technology products is required, as products, solutions and applications can be complex.
- A bachelor’s degree or business diploma is preferred.
- Minimum five years’ experience in sales, preferably with experience and knowledge of the telecommunications industry.
Pay: $80,000.00-$100,000.00 per year
Benefits:
- Casual dress
- Company events
- Dental care
- Employee assistance program
- Extended health care
- On-site parking
- Paid time off
- RRSP match
- Vision care
- Wellness program
Ability to commute/relocate:
- Langley, BC V4W 3Y3: reliably commute or plan to relocate before starting work (required)
Experience:
- Sales: 5 years (required)
- Account management: 3 years (required)
- Electronics Hardware Manufacturing: 2 years (preferred)
Work Location: Hybrid remote in Langley, BC V4W 3Y3
