Location: Lincoln, NE
Position Summary
The Channel Manager will lead sales for STANLEY Healthcare products and services across a specific territory for a defined group of distributors and resellers (channel partners). He/she owns the relationship with their channel partners and ensures their partners are fully capable of selling and representing products to the customer community. They will develop and execute strategic sales plans alongside their channel partners to drive sales for the STANLEY Healthcare business. This position will have annual assigned quotas (OP targets) for the entire product portfolio sold by the channel partners. The Channel Manager will be expected at a minimum to accurately forecast sales for their business and meet annual sales quotas as assigned.
Position Responsibilities
Own all aspects of communication flow with assigned partner network as the single conduit to STANLEY Healthcare from value proposition to product positioning to strategic account planning.
Establish and maintain positive working relationships with the channel partners and internal teams
Create growth plan with selected strategic accounts to expand STANLEY Healthcare market reach and/or solution offering
Build trusting relationships with channel partners
Fully understand the opportunity funnel across their business and forecast sales accurately Identify channel partners that need additional resources for success and work with STANLEY Healthcare teams to create/provide those resources.
Develop channel partners expanding their portfolio as appropriate to adequately provide territory coverage
Build a robust pipeline through development and collaboration with the Enterprise/Acute Care teams and the channel partners
Anticipate business needs
Ensure that initiatives/outcomes are closely linked to business metrics
Leverage and optimize best practices both internal & external
Communicate effectively with both SHS management & departments as well as all channel partners
Ensure management understands challenges and opportunities while owning the resolution/closure yourself
Provide leadership to other departments as needed
Work with channel partners on issues & opportunities bringing them to a successful closure.
Work with local leadership to enhance the experience of the customer and channel partner
Identify and recruit channel partners when needed
Provides STANLEY Healthcare channel partners with an experienced trained resource to help them drive sales success by utilizing knowledge of competitors, customers, and industry trends then using that information to influence the long-term success of the business.
Meet on site with all channel partners frequently both at their locations and in customer meetings to enhance the overall value relationship and to help the partner drive sales
Act as an advisor to assigned channel partners
Review all opportunities in a CRM keeping real-time updates to ensure funnel accuracy
Provide reporting for opportunity data and metrics including collecting and analyzing data (as needed), drawing conclusions, and suggesting actions
Respond to all management requests in a timely manner
Respond to channel partners in a timely manner Inform management as needed of issues/opportunities that need attention
Own issues/opportunities to resolution
Attend local trade shows with channel partners
Create a territory plan and execute on that plan assuring annual sales objectives are met
Work at all times with integrity and in a professional manner
Work as a team with the Enterprise/Acute Care sales teams
Train channel partners as needed on new products, solutions, processes, etc
Keep channel partners informed of needed information as it relates to STANLEY Healthcare
Own the channel partner relationship building the relationship to one of value and trust
Work on assigned special projects as requested by management
Maintain all expenses within annual budget
Effectively communicate with teams and senior leadership
Required Skills and Experience:
5+ years of healthcare sales experience Hospital sales experience
Proven sales success meeting annual quotas as assigned
Credible sales professional with an ability to build effective business relationships
Territory management
Ability to work at a strategic level and able to execute on day-to-day operational/administrative matters
High results orientation
Excellent written and verbal communication skills
Self-motivated individual able to work independently
Expertise in Microsoft applications including Power Point, Excel, Visio, SalesForce.com – proficiency creating presentations, spreadsheets, org charts
Solid understanding and use of software and analytics for data analysis/interpretation
Effective at performing detail-oriented tasks, and data analysis
Willing to travel extensively within assigned geography and infrequently to headquarters
Ability to handle multiple priorities and initiate, lead and manage change
Proven conflict resolution skills, with ability to push back
High energy level, drive with positive enthusiasm and a pragmatic approach
Ability to work in a matrix environment.
Ability to communicate fluently in English
Strong organizational skills and ability to prioritize and balance workload to meet deadlines
Strong and objective analysis and decision making skills
Project management, facilitation and complex problem-solving skills - nonessential
Experience selling into channel partner organizations - nonessential
Education: Bachelor’s degree in Business, Economics, Clinical and/or related Technical field; Graduate Degree / MBA preferred
Stanley Healthcare
Stanley Healthcare provides over 4,800 acute care hospitals and 11,000 senior care organizations with innovative solutions that enhance quality, safety and efficiency to improve the outcomes of patient care. With a strong foundation in the operational, clinical and cultural challenges of healthcare, we are proud to provide solutions across more than 20 critical areas of the hospital in four main categories:
Storage & Inventory Management: medical storage products and services, point of care carts, and advanced inventory management solutions.
Patient Security: advanced solutions for infant, pediatric and adult security, as well as patient and staff protection.
Resident Safety: trusted solutions for assisted living, senior and continuing care, including fall and wander management.
Consulting & Professional Services: consulting services for electronic medical record (EMR) implementation, Transformational Lean™ process improvement, and eLearning strategies. As part of Stanley Black & Decker, a Fortune 500 company, our passion for excellence is seen around the world in our disciplined operations and loyal customer relationships.
Equal Opportunity Employer
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