Channel Sales Manager (Can be based in Calgary, Edmonton or Winnipeg)

Edmonton, Alberta, Canada | Full-time | Fully remote

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OUR COMPANY

Hikvision is a world leading IoT solution provider with video as its core competency, and manufactures an extensive suite of comprehensive products and solutions for a broad range of vertical markets.

As a full service, end-to-end security solutions provider, Hikvision Canada Inc. employs over 80 experienced professionals across the country. Offices which include state of the art customer experience showrooms, are located in Toronto, Vancouver, and Montreal. In addition, Canada has a full Research and Development Centre in Montreal, and a Distribution Warehouse facility in Vancouver. As industry experts with a team approach, Hikvision brings innovative technologies to the market, working alongside partners through the entire business cycle. Hikvision is dedicated to supporting the needs of customers and remaining a trusted advisor to partners.

POSITION SUMMARY

The Channel Sales Manager performs sales duties aimed at growing Hikvision sales with our distribution partners and their branch locations nationwide. The Channel Sales Manager needs to maintain and develop existing key account Channel partners, also needs to develop and expand the distribution channels nationwide and region wide.

The Channel Sales Manager will act as a liaison between their assigned distribution partners, “in region” senior management, Product Management personnel, Branch Managers, Hikvision senior management, internal regional sales teams, and other stakeholders.  This person will track metrics, drive increased communications and be directly responsible for driving incremental growth at the distribution level.  This role will have an assigned sales growth target along with specific targeted tasks (KPI’s) designed to grow and solidify the partnership.

ESSENTIAL JOB FUNCTIONS

Channel Process Management Traction (45%)

  • Target customer research and customer profile analysis. Establish and maintain customer relationships to promote long-term, stable collaboration with different customers.
  • Help coordinate available distributors and Hikvision resources to foster long-term “partnering” sales & business plans.
  • Day-to-day customer management, including the target completion rate, contract signing rate, order fulfilment, stock preparation and sales forecast, sales data analysis, business process collaboration, managing and controlling the receivable account period, etc. Review distributor inventory levels, manage stocking orders and replenishment/rotation needs.
  • Customer business management, use 4Ps of marketing (product, price, place, and promotion) comprehensively to formulate a reasonable customer development and business deepening plan for customers at all levels, and continue to expand the market range and broaden the targeted customer base.
  • Formulate marketing and promotion strategies, organize and carry out promotions and marketing activities, coordinate relevant resources, and independently execute promotion activities. Manage the expos and regional distribution events to ensure Hikvision maximize full benefits. 

Channel Expansion and Optimization (30%)

  • Diversification of various channels (IT, electrical, retail, e-commerce, etc.).
  • Deepen existing channels, expand the market range, broaden the targeted customer base to improve the market coverage and market penetration of customers, regions, and products.
  • Channel customer management: based on the market, business and customer needs, reach a consensus with key accounts on business development, formulate customer business plan, and implement it. Regularly assess the qualification of channel customers and adjust the grading classification accordingly.

Market insights and strategy development (20%)

  • Channel Market Insight: continuously explore the potential opportunities of market segments and develop corresponding strategies that align with the business path and objective. Monitor and analysis competitors, prepare a competitor analysis report, and adjust the business plan accordingly.
  • Strategy development: participate in channel strategy development for target markets; undertake and execute the target market strategy.
  • Work with PM to manage pricing, new product launch, and new market with specific product lines

Others (5%)

  • Compliance with daily sales related processes and procedure
  • Other job related tasks as assigned

 KNOWLEDGE, SKILLS AND ABILITIES

  • Known, and well established, relationships at the most senior levels of the assigned distributor
  • Ability to develop, execute a business strategy
  • Strong presentation skills and ability to speak in front of groups of people
  • Excellent understanding of Microsoft Office programs (Outlook, Excel, Word, Power Point etc.)
  • Must have strong communication skills and ability to work with peers 
  • Must have a strong understanding of the electrical supply and distribution customer base
  • Available for travel to regional and national distribution customers (about 25%)

EDUCATION/EXPERIENCE

  • 2 years’ technical diploma plus 5 years of progressive and successful electrical supply or electronic security industry sales experience
  • Or Bachelor’s degree in business, engineering or related field plus 3 years of relevant experience
  • Security Industry experience is an asset

The above position description identifies the essential job functions and skills needed by the person or persons assigned to this position. These job functions and skills are not intended to be a complete and inclusive list of all responsibilities, duties, and skills required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions. The information contained herein is subject to change at the discretion of the Company.