Channel Development Officer in United States

at a Confidential Company

Manufacturing / Production
Consulting/Business Strategy & Planning
Minimum Qualification
Bachelor's Degree
Required Experience
3 - 5 years
Employment Type
Full Time
Male or Female
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Job Description


The Channel Development Manager Will identify potential Distribution Partners in geographical areas or countries where the Organisations Survey Division has no distribution.

Will make recommendations for Distribution Partners based on criteria outlined by Management.

Will be responsible for monitoring and developing 3-4 Distributorships at various revenue sizes. While this position has no direct reports, it requires close and positive working relationships with the Regional Sales Manager to effectively implement strategic and tactical plans for a particular Distributor.

*Make final decisions about recommendations that a Distributor add or decrease headcount and make specific investments in their business.


Establish valued relationships with Distributor Principals.

*Thoroughly and pro actively analyse and understand a Distributors business and market opportunity. *Be able to identify areas of improvement and implement plans to address gaps.

*Deliver training and coaching to Distributor Principals and key staff on topics related to improving their business acumen on topics such as cash-flow and inventory management, market analysis, sales strategies, etc.

*Develop and document annual business plans, either alone or in conjunction with Regional Sales Manager, for each Distributorship that are shared with Organisations Sales Account Management.

*Manage an expected level of overall financial performance improvement of the assigned Distributors by providing business expertise to Distributors and through engaging and leveraging Organisations resources.

Analyse and measure Distribution channel results; identify trends, anticipate problems and put in plans to address.

*Coordinates cross-divisional alignment within shared Distributors

*Indirectly manage sales resources to provide targeted/tactical support to deliver on strategic regional objectives.

*Integrate, prioritize and align geography around broader Strategic Trimble objectives.

*Increase Distributor alignment behind geographic and strategic account objectives.

* Drive marketplace execution.

Co-create with Distributor, accurate annual and on-going quarterly sales forecasts to improve accuracy and reliability in the planning process.

In conjunction with marketing organization, identify vertical market potential and ensure regional distribution coverage, so distributors are in place to address these market opportunities in major territories.

*Manage critical Distributor issues, up to and including termination of or the organisations investment in specific Distributors


Ability to find creative solutions to resolve complex, difficult problems

Strong relationship building skills:

*Ability to focus on both long term objectives and short to medium term execution

*Ability to prioritize and organize effectively

*Ability to use personal computer and software applications (e.g., MS Excel, Word) for analysis, reporting and tracking

*Advanced ability to utilize strategic negotiating skills

*Excellent problem solving and critical thinking skills

*Excellent written and oral communication skills with all levels of management and personnel

*Ability to work independently and collaboratively

*Ability to manage multiple projects at one time

*Extensive knowledge of channel sales and multi-tier reseller business models is a plus
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