Distribution Partner Account Mgr NAM East
Location:
New York , New York
Posted:
October 21, 2017
Reference:
003O7J


Schneider Electric™ creates connected technologies that reshape industries, transform cities and enrich lives. Our 144,000 employees thrive in more than 100 countries. From the simplest of switches to complex operational systems, our technology, software and services improve the way our customers manage and automate their operations. Help us deliver solutions that ensure Life Is On everywhere, for everyone and at every moment: https://youtu.be/NlLJMv1Y7Hk .

Great people make Schneider Electric a great company.

Mission:
The Distribution Account Manager proactively manages the relationships with Distributors in assigned territory and deploys all sales actions in order to grow business.

Main responsibilities:

Business Development and Account Management

· Build Relationships with branch personnel who sell Video products in assigned territory
a. 75% of time should be spent at local branches or with local branch personnel
b. Develop opportunities with local branch personnel in assigned territory
· Support local requests from distribution partners to visit indirect dealers
· Support training and marketing activities
a. Provide any training to local branch personnel on Pelco products
b. Do demos of products for branch personnel or any requested distribution customers in assigned territory.
c. Execute local branch events and “distribution shows” within assigned territories
d. Communicate any key information (new products, announcements, promotions) to local personnel.
· Conduct quarterly business reviews and Monthly pipeline reviews with distribution branches in territory.
· Develop business plans for branches in assigned territory.
· Review monthly POS reports to identify key indirect dealers to target with distribution partners
· Ensure Distribution Partner maintains integrity of leads that are provided by end user team

Collaboration

· Conduct joint calls with distribution partners to key dealers, new potential dealers or end users.
a. Share any potential leads or opportunities with end users to the end user sales teams
· Coordinate with End User team to identify potential partners to support End User Opportunities when distribution may be the best fit.
· Work with inside Partner Mangers to provide local support as requested by partners
Other
Uphold Pelco’s commitment to excellence standards at all times.
Perform other related duties as assigned.

Main KPIs
• POS and direct revenue for distribution in assigned territory
• Total bookings/POS sales for assigned territory
• Pipeline of Distribution Opportunities

Education and experience
· Bachelor’s degree in a technical area
· Minimum 5 years’ experience of Security Solutions sales required
· Established relationships and demonstrated success with distribution channel

Professional competencies
· In depth knowledge of the video security industry and specifically Pelco product lines and technologies.
· Proven competencies in business development and account management

Personal competencies
· Strong communication skills, both oral and written, ability to communicate with all levels of the organization
· Strong listening and presentation skills; tailoring the approach according to customer needs. high level of empathy
· Proven negotiation skills; Ability to close business while achieving a high level of customer and partner satisfaction; drive for results
· Ability to establish and maintain effective working relationships with customers, company management, and fellow employees.
· Candidate should bring a high quantitative level of energy and prospect calling on new targets.

IT skills
· Salesforce.com

Language
· English is mandatory

Other
Travel as needed in assigned territory. Expectation should be a minimum of 50% of time spent traveling to distribution facilities.

Qualifications:
Mission:
The Distribution Account Manager proactively manages the relationships with Distributors in assigned territory and deploys all sales actions in order to grow business.

Main responsibilities:

Business Development and Account Management

• Build Relationships with branch personnel who sell Video products in assigned territory
a. 75% of time should be spent at local branches or with local branch personnel
b. Develop opportunities with local branch personnel in assigned territory
• Support local requests from distribution partners to visit indirect dealers
• Support training and marketing activities
a. Provide any training to local branch personnel on Pelco products
b. Do demos of products for branch personnel or any requested distribution customers in assigned territory.
c. Execute local branch events and "distribution shows" within assigned territories
d. Communicate any key information (new products, announcements, promotions) to local personnel.
• Conduct quarterly business reviews and Monthly pipeline reviews with distribution branches in territory.
• Develop business plans for branches in assigned territory.
• Review monthly POS reports to identify key indirect dealers to target with distribution partners
• Ensure Distribution Partner maintains integrity of leads that are provided by end user team

Collaboration

• Conduct joint calls with distribution partners to key dealers, new potential dealers or end users.
a. Share any potential leads or opportunities with end users to the end user sales teams
• Coordinate with End User team to identify potential partners to support End User Opportunities when distribution may be the best fit.
• Work with inside Partner Mangers to provide local support as requested by partners
Other
Uphold Pelco's commitment to excellence standards at all times.
Perform other related duties as assigned.

Main KPIs
• POS and direct revenue for distribution in assigned territory
• Total bookings/POS sales for assigned territory
• Pipeline of Distribution Opportunities

Education and experience
• Bachelor's degree in a technical area
• Minimum 5 years' experience of Security Solutions sales required
• Established relationships and demonstrated success with distribution channel

Professional competencies
• In depth knowledge of the video security industry and specifically Pelco product lines and technologies.
• Proven competencies in business development and account management

Personal competencies
• Strong communication skills, both oral and written, ability to communicate with all levels of the organization
• Strong listening and presentation skills; tailoring the approach according to customer needs. high level of empathy
• Proven negotiation skills; Ability to close business while achieving a high level of customer and partner satisfaction; drive for results
• Ability to establish and maintain effective working relationships with customers, company management, and fellow employees.
• Candidate should bring a high quantitative level of energy and prospect calling on new targets.

IT skills
• Salesforce.com

Language
• English is mandatory

Other
Travel as needed in assigned territory. Expectation should be a minimum of 50% of time spent traveling to distribution facilities.

We seek out and reward people for being straightforward, open, passionate, effective and challenging the status quo. We want our employees to reflect the diversity of the communities in which we operate. We welcome people as they are, creating an inclusive culture where all forms of diversity are seen as a real value for the company. We're looking for people with a passion for success - on the job and beyond. See what our people have to say about working for Schneider Electric: https://youtu.be/6D2Av1uUrzY .

Let us learn about you! Apply today.

You must submit an online application to be considered for any position with us. This position will be posted until filled.

It is the policy of Schneider Electric to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.

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Schneider Electric is an Equal Opportunity Employer Minorities/Women/Veterans/Disabled.

A little about us:
We’re the global specialist in energy management and automation. Our technologies ensure that Life Is On everywhere, for everyone and at every moment.

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