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Summary:

The Head of Sales (Channels and Distributors) is responsible for leading and driving the growth of sales and developing new business opportunities through the distributor, the reseller channel and ecommerce for WK Print & Digital Portfolio.

Essential Duties and responsibilities

Strategy

  • Devise three year and five-year sales plan and vision for the Reseller Channel, Ecommerce/ Ebooks/ Digital/ Journals etc
  • Build a channel sales distribution strategy to determine optimum mix of direct sales, large distributors, books sellers, retailers, college tuck shops (last mile) and/ or e-commerce platforms with minimal risk on AR and of returns in the long run
  • Identify a joint sales strategy and have a sales plan in place with the partner. Track pipeline health on key deals to accelerate sales momentum. Actively review and drive top opportunities and accelerate them to closure by removing partner blockers.
  • Drive performance management of partners through monthly/quarterly reviews to review overall business performance across the organization and to measure against partners’ goals, business plan, liquidation of stocks.
  • Drive continuous portfolio optimization of partners’ performance as measured by revenue, pipeline, liquidation, digital channel and partner impact.
  • Hunt and appoint new potential channels to grow the business
  • Determine the right channel strategy (inclusive of ecommerce, pricing model, discount structure etc in consultation with finance and product management
  • Build the strategic vision of growth on liquidation thru channels across 1 to 3 Years horizon.
  • Identify colleges/institutes for direct supply as a part of D2C strategy

Customer Orientation

  • Build and Develop relationship with Key Partners, build a win-win scenario on mutual trust, business practices etc.
  • Improvise and build upon Understand the influencer mindset and build sales touchpoints at key levels of hierarchy
  • Build joint strategy for adoption of WK titles by Institute with partners/channel
  • Strong customer relationship skills; ability to retain and grow accounts. Negotiating with individual buyers (e.g.: faculty) and institutional decision-makers (e.g.: deans, directors) 

Process Compliance

  • Manage all established sales processes, drive compliance, and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence. Some key existing processes that need to be managed:
  • Sales/Revenue Forecasting
  • Pipeline management (through CRM)
  • Choosing resellers based on key metrics
  • Discount approvals
  • Sales visit planning
  • Budget management
  • Develop and maintain strong process compliance knowledge
  • Complete all administrative requirements in a timely and accurate manner
  • Drive process compliance on Liquidation status, Returns process along with Finance and Sales Ops

Talent Development

  • Build, develop, and lead a high performing sales team that is hungry for success and ambitious in achieving targets
  • Develop and steer the team towards digital domain with proper product training and understanding of digital platforms and channels
  • Direct the work effort of Sales Managers by implementing strategy and setting priorities
  • Motivate and mentor the sales staff, train new sales staff, and conduct performance management including development planning. Develop a team that embraces an organized, analytical, and structured approach to sales

Collaboration

  • Maintain, develop, and strengthen collaboration with the other groups in the company such as Institutional sales, Marketing, Technology, Product Management, Content Management, Pricing, Technical and Customer Support

Knowledge, Skills & Abilities:

  • Minimum of 12-15 years sales management experience with distributor/reseller channels/digital products
  • Track record of sales (management) success in complex, solution-focused environments
  • Track record of building and retaining highly successful sales teams
  • Track record of managing diverse and remote sales teams according to industry-standard sales processes
  • Experience working in an international environment
  • Knowledge of the academic information, IT and healthcare industries in India and neighboring countries, with a network of contacts within academic libraries, private and public hospitals, and government organizations
  • Experience of working with Consortiums both at a Regional and National Level
  • Excellent communication, interpersonal, team building skills and ability to work in a matrix organization.
  • Solid negotiation and analytical skills, and business and financial acumen
  • Willing and able to travel to client sites regularly as well as some international travel when required.
  • Excellent technical skills including ability using the Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook) & SFDC/any other CRM
  • Relentless work ethic and a desire to learn new skills and develop more abilities
  • Ability to work in a rapidly changing environment
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Confirmed 14 hours ago. Posted 30+ days ago.

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