National Sales Manager - Channel

Location: Rocklin, CA (Preferred)
Posted: almost 5 years ago
Contract Type: Permanent
Industry: Disciplines, Sectors, Operations and Technology Management, People, Process and Technology Change Management, Strategic Management, Leadership and Growth , Energy and Environmental Services
Contact Name: Sheila Walsh
Contact Email:

Job Description

The National Channel Sales Manager is responsible for building and maintaining a high performance sales organization to effectively achieve business objectives for the entire distribution business of SMA in North America. The product portfolio includes all of SMA's residential, commercial, and utility products, including corresponding services. The National Sales Manager- Channel Sales, North America is the team leader for the external channel sales organization, consisting of approximately 8 persons.


Essential Duties & Responsibilities: 

Primary objective: Reestablish and defend SMA's #1 position in the North American distribution channel

-    Implements the channel strategy for North America as set by the Director of Channel Sales
-    Responsible to reach / exceed the set annual budgets and mid-term plans for the channel business
-    Responsible for target revenue and reporting these metrics
-    Responsible for providing monthly, quarterly and annual forecasts for channel sales to Director of Channel Sales
-    Provides recommendations for authorized distributors (ADs); Recommends the addition and removal of AD’s to proactively maintain an elite team
-    Participates and contributes to quarterly business reviews with network of Authorized Distributors
-    Travels regularly to meet, develop and work with external sales team and network of authorized distributors
-    Maintains partnership programs
-    Performance evaluation and analysis
-    Drives profitable sales
-    Seeks and implements best practice
-    Ensures that the SMA CRM is used and that all data within is kept up-to-date

-    Ensures that every customer interaction is used to collect market data
-    Work in partnership with SMA America’s Channel Sales team to outline channel audiences’ motivations and purchasing drivers
-    Proactively identifies and advises Channel Sales Director on competitive landscape within the AD segment
-    Proactively identify channel marketing opportunities; provide feedback and recommendations for improving channel promotional activities, marketing and sales incentives, and training initiatives
-    Support company marketing campaigns and work with SMA America’s marketing team to provide metrics to channel customers for process improvement

Personnel Management
-    Develops competencies and processes required to create an effective and efficient sales organization
-    Ensures recruitment, assignment, training, promotion, and development of staff. Ensures succession planning
-    Evaluates performance of direct staff, and provides feedback on a regular basis

-    Acts a role model within the organization
-    Acts as an ambassador for SMA outside the organization
-    Performs other duties as needed and assigned

•    A bachelor’s and/or a master’s degree in a technical discipline (e.g. electrical or mechanical engineering) 
•    A bachelor’s and/or a master’s degree in business administration (MBA) 

Professional Experience 
•    ≥ 10 years’ work experience in B2B sales of industrial products (not electrical components) via indirect channels / distribution 
•    ≥ 5 years’ work experience as e.g. national manager channel sales of a leading US manufacturer of, or as senior manager for a leading US distributor for industrial / electrical equipment 
•    ≥ 5 years direct people management experience 
•    Experience in managing sales volumes > $50 million 
•    Experience in managing an outside sales team > 5 
•    Experience in successfully implementing push / pull strategies 
•    Experience with enforcement of distribution contracts / policies

Knowledge & Skills 
-    Excellent knowledge regarding the sales of technical products via indirect B2B channels 
-    Excellent overall business understanding 
-    Solid sales related financial skills (experienced in the use of customer and product profitability, discounts, payment terms, etc.) 
-    Proven leadership skills / experience in forming highly performing teams 
-    Capability to moderate workshops and team meetings 
-    Excellent presentation and communication skills 
-    Proficiency in English language, both written and verbal, is required. 
-    Working proficiency with Microsoft Office (Word, PowerPoint, Excel) in combination with good general computer skills 
-    Working proficiency with leading customer relationship management (CRM) systems like e.g. 

Character & Abilities 
-    Strong customer orientation 
-    Comfortable giving and receiving feedback 
-    Focuses on actions and results 
-    Ability to work under pressure 
-    Ability to handle complexity / to analyse and solve problems effectively 
-    Ability to effectively present information to senior management and other audiences 
-    Ability to handle multiple projects in parallel 
-    Ability to build diverse and lasting relationships 
-    Uses data for decision making / fact based management 


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