Sr Channel Sales Representative - Franco Africa
Casablanca, GRAND CASABLANCA, Morocco
il y a 6j

Join a team recognized for leadership, innovation and diversity

Definition :

The Channel Manager wins, maintains, and expands relationships with assigned channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives.

The Channel Manager represents the entire range of Honeywell Productivity Products (Mobility HHT,

Printing & Scanning) products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market.

The Channel Manager reports to the Country Sales Leader.

Responsibilities :

  • This position is responsible for Improving and expanding Honeywell Morocco local channel parties base with high focus on DSD, FS, T&L, Where housing, Industrial & Manufacturing sector & Develop and maintain a highly effective Channel network.
  • Coordinates the involvement of company personnel, including all functions and not limited to ISC, service, and management resources, to meet partner performance objectives and partners’ expectations.
  • Achieve and exceed the Quarterly & Annual sales targets (AOP) for all channels in Tunisia, Algeria and Franco Africa and for each Line of Business (LOB) through channeled parties.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

  • Support our existing Channel partners and hire new Channels in the region.
  • Advertise the full spectrum of Productivity Products to channeled parties to create selling opportunities.
  • Preserve the existing business within key Channels and generate new business.
  • Create credibility, build strong, lasting client relationships and earn the client's trust.
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
  • Sells through partner organizations to end users in coordination with partner sales resources & full coordination with Key Account Managers Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
  • Ensures partner compliance with partner agreements.
  • Drives adoption of company programs among assigned partners.
  • Provide technical / training support to channeled sales forces when needed

  • Join and assist channeled sales force with end user visits to specify and win new business
  • Monitor competitors’ activities in the market by updating local database & maintain a strong MOS with Strategic Marketing function.
  • Build a value proposition to differentiate Honeywell Productivity Products offer from competitors & Understand and analyze PPR market such as main competitors, market trends, pricing etc.
  • Ability to assess market situation and can identify risk Participate in local exhibitions, promotion campaigns and product training programs for potential / existing customers

  • Own & assure the deployment of large account plan in coordination with the local leader.
  • Own Region Marketing Development Fund for Channels & suggest Marcom / Marketing activities that will contribute to support the growth within the territory and / or region.
  • Proactively involve / lead effort in product life cycle including launch of product and promotion

  • Report regularly channeled parties’ sales activities & opportunities in SFDC & to Management reporting
  • Leverages resources in cross-functional organization to address Strategic accounts’ and customers’ immediate and strategic requirements including drivers and initiatives
  • Manages the day-to-day, tactical and strategic execution plan & apply solid, clean and highly visible SFDC (CRM) Pipeline, and ensures high forecast

    Experience & Qualifications :

  • Business / Electrical Degree educated, with experience in Distribution Channel
  • Management and Excellent understanding & control of Distributor relationships to ensure a profitable collaboration
  • 3-5 Years customer / channel parties facing experience and channel selling to end customers and distributors, with
  • Extensive commercial experience in Morocco Market.
  • Intelligent risk taker, Self-Motivated and Go getter personality; Can work with minimal supervision
  • Ability to effectively negotiate at multiple levels within an organization, both commercial and technical.
  • Effective honest communication capabilities (good written and verbal skills)
  • Dynamic personality, results driven, champion of change, with growth & cross-selling mindset.
  • Must demonstrate high ethical and integrity standards as the same will be required in all interactions within Honeywell and its partners
  • Excellent Productivity Products technical understanding
  • Fully conversant with MS Office
  • Fully Conversant with Sales Force deployment & Monitoring tools- CRM, Demonstrated Salesman abilities with a passion for winning
  • Excellent verbal and written communication and influencing skills on all levels of an organization

  • A proficient understanding of the principles and best practices in Channel Sales
  • Excellent team and communication skills
  • An ability to take initiative and work with limited direction
  • An ability to influence across a broader organization
  • Masters Degree
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