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Channel Sales Manager Pro AV

3 months ago

Bracknell UK, Berkshire, United Kingdom Talented International Full time

Channel Sales Pro AV – UK & Ireland


For one of our clients, a leading US global manufacturer in IT and Pro AV solutions with worldwide presence is now actively looking to hire and addition to its Pro AV Sales team. Growing on a double digit growth quarter on quarter, the UK Sales team is looking to hire a self-driven, autonomous, hunter and Pro AV expert to help them in their continuous efforts to support their clients with Pro AV projects.


This exciting opportunity has arisen to join the team, delivering globally consistent and supportable technology solutions and services to key customers all around the world.

Reporting to the Senior Business Manager, and using an end-to end consultative approach, the chosen candidate will generate sales for Audio Visual systems through developing and maintaining client relationships and expanding the company's current client base.


If you have ambition and would like to become part of our growing team within EMEAs most successful and exciting technology systems, then please get in touch.


Specific Responsibilities:


  • Account management of existing partners and identifying key partners (ProAV channel partners) driving share of business with all product categories.
  • Meet or exceed quarterly and annual quotas. Top and bottom line.
  • Fully understand the competitive environment within assigned accounts and develop the appropriate plans to the be category leader
  • Create proposals, negotiate agreements, and maintain a strong overall relationship with customer/new business.
  • Plan and prioritize sales calls and customer contact towards maximizing sales and achieving agreed business objectives
  • Develop the business with them. Recruit if needed, Build relationships with
  • Coordinate with internal resources (SE – Marketing – Product management -Sales –Tech Support) to optimize sales result.
  • Provide all information relevant for the company to improve business (Competitive information, market trend, channel/technological hidden issues impacting performance)
  • Be responsible to run sales plays in your field from time to time, which may require you to find a specific type of channel partner (specialists) to accelerate the adoption of certain products within the client’s portfolio.
  • Weekly reporting and forecasting
  • Manage product, pricing and margins according to agreed aims
  • Maintain and develop existing and new partners through appropriate propositions and ethical sales methods, and meaningful internal liaison to optimize quality of service, business growth, and customer satisfaction
  • Use customer and prospect contact activities, tools and systems, and update relevant information held in these systems
  • Respond to and follow up sales enquiries by telephone, email and personal visits



Experience/ Skills / Competencies:


  • Relevant experience in ProAV sales, preferably in a channel sales role for a vendor or distributor.
  • Relevant recent experience in business development or territory account management role in a company targeting professional AV is preferred.
  • Demonstrated success in managing a sales channel with project pipeline including administration and reporting
  • Self-motivator and go-getter personality; hunter; tenacious, hungry, and extremely proactive
  • Ready to work for a challenger in a challenging market: tenacity, agility, recognition will come over time and initial failure should not be a stopper.
  • Dynamic and Entrepreneurial personality to develop relationship at different levels in channel partner organizations.
  • Strong presentation-, analytical, interpersonal and business relationship building skills.
  • Have an understanding of the ‘economics’ of channel partnering and how partnership requirements change over time
  • Understand how vendors and partners work together to achieve customer satisfaction and competitiveness
  • You must understand the importance of Networking to a pro-AV solution deployment. Ideally you would bring a minimum of 3-5 years of experience in the professional Audio- Visual industry in a similar role.
  • Travel will be required to approx. 50% of the time – from joint calls to integrators and end-customers with the partners, generating awareness/preference/leads at trade shows, to working the corridors of influence at the partner’s offices to drive integration of client´s products as part of the channel partner’s solution offering.
  • Your presence will be felt and these partners and their personnel must view you as their most-trusted network equipment player as they take their pro-AV business forward