Essential Functions Plan and execute distribution strategy, including identification, analysis and appointment of suitable partners, business planning and execution of agreed plans Distribution Business Planning and quarterly business review Identify and drive key performance indicators for distribution growth Ensure reporting compliance and governance as per distribution contract Drive, manage and influence all distribution incentives, programs and initiatives Analysis of distribution inventory, planning and forecasting sales in to meet company objectives Report, monitor and advise reseller base including revenue and certification status Monitor and support Plantronics / Polycom certification Drive services capability and manage service strategy for distributor Complete Plantronics / Polycom training requirements Manage audit process for distributor and maintain support base Provide best practice feedback with local and regional peers Liaison with other members of the sales team as required for planning, forecasting and deal analysis Be aware at all times and have detailed understanding of Plantronics / Polycoms complete product and services portfolio Be aware at all times and have detailed understanding of the offerings of Plantronics / Polycoms competitors Effectively introduce new products into channel base and end user customers Accurately forecast business on a weekly basis.
Qualifications Several years sales experience in a hi-tech environment managing major distributors Proven campaign management abilities.
Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment and ongoing account management Demonstrable track record of campaign delivery.
The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarising, closing etc.
in order to adopt a tailored approach to the prospect or client based on recognition of their signals Fully conversant with distribution inventory profiling and management Results oriented with a proven ability to deliver against stretch targets Maturity to display natural team leadership as well as team player skills Articulate verbally and in writing in English, and local language as applicable Mature interpersonal skills, with the ability to influence at senior levels within prospects and clients