National Account Manager-Channel

Summary

Join Rittal, LLC as the National Account Manager Channel and manage Industrial, IT Distributor Partners and Value-Added Resellers. Develop and deploy a management and marketing plan to penetrate assigned distributor accounts, working with regional teams to define channel strategy. Facilitate cross-functional efforts to exceed customer expectations, grow business at established accounts, support sales on new partners, and manage onboarding. Provide support, training, and leadership at assigned distributors, ensuring compliance with the channel program. Develop value propositions, establish relationships with key distributor buying influences, and facilitate strategic growth plans. Support regional sales teams, contribute to regional market strategy, and travel 50-60%.

Requirements

• 5 years + experience in a sales environment
• Distributor sales and support experience required
• Ability to communicate and present to personnel at all levels of the organization
• Proficiency in Microsoft Outlook, Word, Excel, and PowerPoint
• Experience utilizing Customer Relationship Management (CRM) tools
• Excellent interpersonal and communication skills
• Ability to work autonomously and in a team environment

Responsibilities

• Develop and deploy a management and marketing plan to effectively penetrate assigned distributor accounts
• Work with the Regional Vice Presidents, Regional Sales Managers and Account Managers to define an overall local channel strategy, manage deployment and maintenance
• Facilitate a cross-functional effort between manufacturing, outside sales, inside sales, commercial leaders, solution engineers, project managers, distribution channels and business development leaders to meet and exceed customer expectations
• Grow business at established accounts, support sales on new potential partners and manage the on-boarding of new partners develop new accounts and find share shift opportunities at these accounts
• Provide support, training, and leadership at assigned distributors with inside sales, outside sales, operations, and principals
• Work with partners to ensure compliance to the channel program including, but not limited to inventory, marketing development, sales and quantity targets, shipping requirements, rebate process, point of sale and inventory reporting and stock rotation support
• Develop value propositions with partners to meet customer needs
• Establish relationships with key distributor buying influences at the principal level
• Facilitate the development of strategic growth plans with Distributors and utilize the strategic selling methodology to execute overall channel strategy
• Support Regional Sales Teams to engage with partners to develop target accounts and joint sales calls
• Become a key contributor in developing the regional market strategy in addition to driving regions success
• Travel 50-60%to meet business objectives

Preferred Qualifications

• Degree in business, management engineering or marketing and demonstrated related management experience preferred or equivalent demonstrated sales experience in the electrical industry
• Knowledge of electrical enclosures, climate control products or automation preferred