Zonal Head – Channel Sales - Building

• Maximizes revenues from sales of the organization's products and/or services through a base of reseller partners such as dealers, value-added resellers (VARs), distributors or retailers.

Locates, evaluates and recruits potential distribution partners.

• Supports partners throughout the sales process in all sales-oriented activities, such as marketing, advertising, sales promotions and training, to achieve revenue targets. Generates additional pull by promoting the solutions at end-user level.
• Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts that may include major strategic customers within a geographic or industry focus.
• Is recognized as an expert in own area within the organization.
• Has specialized depth and/or breadth of expertise in own discipline or function.
• Interprets internal or external issues and recommends solutions/best practices.
• Solves complex problems; takes a broad perspective to identify solutions.
• Lead functional teams or projects.
• Works independently, with guidance in only the most complex situations.
• Trains/mentors junior staff. Progression to this level is typically restricted based on business requirement
• Responsible for the recruitment, direction, organisation, performance appraisal, control and motivation of sales team to accomplish specific sales objectives
• Educate and train sales team (self + through corporate sales training) in the areas of account sales and growth, selling & communication skills, presentation skills, competition tracking and business/financial matters on contracts/ invoicing etc.