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Channel Manager Resume Samples
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0-5 years of experience
Successfully launched a new alternative sales channel for [company name] within five months of hire date, responsible for third party vendor management which included RFP coordination, contract negotiation, market launches, promotions, collateral, training, operational impacts, sales support, compensation, quota setting, reporting, and overseeing P&L management
- Exceeded yearly goals in the first year of operation and expanded teams into additional markets which helped 10 smaller markets reach yearly unit targets
- Created and implemented new compensation plan which increased results and lower churn by 8%.
- Managed a $4.9 million dollar yearly budget which was cut in half for year three while still continuing to exceed sales goals
- Developed a new process for order entry which allowed for sales to be written six days a week, 12 hours a day across all times zones which increased overall results by almost 65%.
- Showed high level, detail-oriented management skills by having up to five vendors with over 100 representatives on the street, six days a week writing over 150 sales a day
6-10 years of experience
Lead team of 6 Account Managers for the Foodservice business in North West region. Direct all Casino / Gaming, Hotel / Motel, Recreation / Amusement, Travel Services, Military, Specialty Retail, Small & Large Format Retail Chain Stores, Special Events / Fairs and new business acquisition in region. Build business strategies, negotiage contracts, develop marketing proposals for both new and existing customers. Managed over 5,000 accounts delivering 1.6MM Case/Gallons and $22MM in profit covering WA, ID, OR, AK and HI.
- Produced $4MM in additional annual revenue by targeting and securing over 300 new Foodservice accounts.
- Generated $500K in revenue by proscriptively targeting and securing over 200 new Polar Shock slushy placements.
- Revitalized a business that was declining 5% to one growing 1% in 12 months by mobilizing the organization against key segments, leveraging innovation and acquiring new customers.
- Built a world class sales team by recruiting external & internal talent and totally redefining roles for all players.
- Achieved top Food Service team volume/revenue performance in Western Region.
0-5 years of experience
Managed the most important region in Mexico for the iPhone product in an entrepreneurial manner including the negotiation, planning, management, coordination and implementation of all decisions, of the most important region in Mexico for the iPhone product. Responsibilities also included implementing continuous improvement to achieve challenging objectives at all functional levels of both Apple and the Carrier Telcel
- #1 region with average of 40% market share out of 9 regions (other 8 totaled 60%)
- Managed and grew key accounts of Retail Department with few resources
- Negotiated and launched sales programs unique to Apple in industry
- Was the only employee to continuously receive “above expectations†and/or raises
- Analyzed and audited all monthly reports
0-5 years of experience
Exceeded revenue expectations at 115%. Generated new account acquisitions and growth in the enterprise and commercial sector throughout Maryland, Northern Virginia and D.C. Promoted the sale of NEC and Cisco products in technologies such as, Unified Communications, IP Telephony, Core Network, Security, Wireless and Managed Services.
- Managed and maintained account base while growing revenue from existing clients
- Closed Unified Messaging opportunity worth $165k with major health care provider in Annapolis
- Closed VoIP Solution worth $125k for prominent Radiology Company in Baltimore
- Successfully applied cold calling techniques to acquire new prospects
0-5 years of experience
Responsible for all customer acquisition, business development and optimizations for the affiliate channel in a highly regulated and competitive vertical.
- Oversaw portfolio that included four products and exceeded $61MM in loans outstanding.
- Managed growth of channel 25% YOY hitting highest loan volume and revenue to date.
- Developed and implemented strategy of new U.S. product that exceeded forecast by 415%.
- Launched new marketing channel in the UK. In less than six months, exceeded forecasts and handed a turnkey, newly profitable channel to UK team.
- Responsible for contract negotiation for channel in US and UK.
- Led execution of Email and SMS campaigns in addition to affiliate manager role
0-5 years of experience
Provided reporting on channel performance and collected and analyzed industry data, drawing conclusions, and suggesting actions.
- Generated approximately $4.8 million in additional sales revenue at Walmart by creating store segmented assortment strategies.
- Developed a proposal to take over 100% of the replenishment slipper business for a leading retailer.
- Drove joint business planning sessions for Walmart, Target, Costco, JC Penney, Sears and Meijer.
- Established a targeted club segmentation strategy within Costco resulting in sales growth of three straight years of comp increases.
- Increased shelf space in a down-trending category at Walmart performing gap analysis for key prints and fabrications within men’s and women’s replenishment footwear.
- Facilitate a best-practice action-oriented information framework providing key insights on business drivers, analytics, and software solutions to functional leaders and senior management across the enterprise.
- Established predictive modeling techniques in the forecasting process, which reduced markdown liability and managed spend.
0-5 years of experience
Led strategic and tactical marketing initiatives for the $32MM Business to Business division with responsibility for 5 direct reports and marketing budget of $1.7MM.
- Drove the marketing cadence of the division, created and executed sales activation tools such as strategic promotions, new product launch kits, social media strategy, e-blasts, sampling and tradeshow management for 160 annual national and regional shows.
- Delivered 7% YOY growth through streamlined marketing and development of first ever integrated launch campaigns for Paper Mate Ink Joy and Sharpie Gel Highlighter.
- Managed all aspects of the 180 page catalog including creative direction, photography, and page layout under budget and on time in 2011.
- Increased web traffic 15% by redesigning customer facing website to allow for improved navigation, functionality, strong brand and product presence including updated aesthetics.
- Championed a situation assessment of the division and channel to develop a robust strategy for growth in key product segments.
- Key liaison of function support groups such as sales, customer service, demand planning, brand, R&D and manufacturing.
0-5 years of experience
Provided sales training to channel partners to increase close rates with emphasis on multi-site businesses.
- Recommended process for partners to recruit, manage and maintain a sub-agent base.
- Developed new marketing strategies and selling techniques for partners to effectively promote existing product line with new services for enhanced business solutions.
- Worked as an extended representative for Channel Partners to recommend solutions to successfully meet application requirements, resolve technical obstacles and obtain best pricing.
- Provided technical support, problem resolution and product demonstration to prospects and clients regarding line of services provided by MegaPath Networks.
- Recommended and assisted in the development of team leaders responsible for assisting focused sales.
- Increased active agent base by 20%, revenue generated increased by 35%
- Partner generated revenue grew from $2M to $2.7M.
6-10 years of experience
Key figure in developing and building channel sales organization for start-up software division targeting commercial, government, and education vertical markets. Introduced new product lines, mentored partners to uncover opportunities within established customer base and prospects. Enabled field sales in closure of strategic, high-level, partner-based sales opportunities to end users. Evangelized technology at industry trade shows and executive conferences.
- Created and implemented training and marketing modules for partner representatives and field sales to advance business priorities and go-to-market initiatives.
- Influenced more than 100 partners and field sales representatives throughout the US, Canada, and Mexico.
- 350% increase in customer base through partner recruitment and lead follow up.
- Developed forecasts and assessed pipeline against established revenue goals. Analyzed sales productivity, expenses, and new business data.
- Established weekly business planning meetings with Product Management, Corporate Marketing, Sales Enablement, Sales Operations, and Sales Engineering to drive business objectives.
- Doubled sales during first five months of joining division. 5000% increase in year over year sales growth.
- 2011 highest grossing sales region.
0-5 years of experience
Diligently managed a five state Central US Region promoting cloud based solutions to SMB & Enterprise Markets. Consistently built relationships with existing Mitel Business Partners and recruited new agents.
- Successfully built $3.5 million pipeline within 90 days from scratch by focusing on new products and cost improvement strategies.
- Developed sales and marketing strategies to roll out new cloud base services and solutions.
- Conducted a minimum of 6-7 monthly live web based sales trainings in addition to 4-5 face to face sales meetings and “lunch and learn†sessions each month.
- Individually developed relationships with 50+ potential new agents including VAR’s, IT Vendors and System Integrators.
- Regularly performed detailed contract negotiations and determined quotas.
0-5 years of experience
Responsible for product and channel management for Pentair’s filtration & process Wholesale division. Product lines included Wellmate, American Plumber, and Everpure residential. I have extensive experience working with and leading cross-functional teams to create channel growth.
- Developed and released a new “full-flow” water filtration line with three systems under the Everpure brand in 1 year
- Increased American Plumber FloPlus whole house system sales by 200% in 2013 using promotions, electronic communications, and product training
- Maintained a flat budget and oversaw market development funds usage and budget
- Created standard work for promotion development within the Wholesale channel
- Represented all three brands in trade shows and buying group meetings since end of 2012
- Organized the disposition of Excess and Obsolete inventory resulting in a $170,000 impact in the second half of 2013.
0-5 years of experience
Developed and maintained multi-million dollar catalog, distribution and e-commerce sales relationships for computer hardware manufacture.
- Managed manufacture representative firms nationwide.
- Created and implemented highly effective advertising and promotional programs that maximized sales ROI and increased market share and profit growth.
- Designed and managed sales spiff promotions, sales contests and end-user appreciation/rebate programs.
- Secured 1 million dollars in financing in a single meeting
- Maintained 90% revenue return on investment in accounts
- Responsible for over 70% of total company sales and revenue
0-5 years of experience
Responsible for marketing and sales of multimedia and digital video software products.
- Increased overall revenue in Asia Pacific (240%), Europe (150%) and US (165%) respectively.
- Managed product development from packaging, promotion, and positioning to P/L analysis.
- Developed strategic sales and market opportunities for product introduction and market expansion.
- Oversaw and managed localization of multimedia products into several languages.
- Created and supervised vertical market penetration in education/corporate channels.
- Established and cultivated extensive international sales network for 3d and DV multimedia products.
Channel Manager Duties and Responsibilities
Channel Managers perform many tasks in their quest to build successful and lucrative relationships with company partners. We’ve analyzed several Channel Manager job descriptions to come up with the following list of the most relevant Channel Manager duties and responsibilities.
Hit Monthly Sales Quota for Territory As with any type of Sales Manager, the Channel Manager’s most important responsibility involves hitting their monthly goals. Channel Managers, along with the senior management team, are responsible for developing the strategy to hit said goals.
Continuously Train Sales Team on Company Offerings Since Channel Managers are part of the management team, part of their job involves training channel partners and their staff. This typically involves implementing a company standard training process. Given the ever-changing nature of sales and marketing campaigns, this training happens continuously.
Manage Relationships With Channel Partners Channel Managers are the key point of contact between their employer and channel partners. Performing this duty takes excellent customer service skills, and also involves negotiating contracts.
Monitor Sales and Operational Results Based on KPIs Channel Managers need to constantly monitor the health of their campaigns by keeping an eye on the Key Performance Indicators set by the Director of Sales. This includes creating KPI reports and presenting them to senior management.
Represent Company at Industry Trade Shows Since Channel Managers typically work in a business-to-business environment, trade shows are a big part of their strategy of prospecting for new customers. This involves creating promotional materials, as well as setting up and taking down a company booth. It also involves pitching company offerings to prospects.
Channel Manager Skills
Channel Managers have to be excellent communicators. They must be active listeners who take the time to comprehend what others say and then use the information they learn to build relationships. They have to be socially perceptive and aware of nonverbal cues to feel out how a negotiation is going, and be able to adjust accordingly. Channel Managers also have to be innovative in their quest to help their channel partners effectively sell their product. In addition to these skills and personality traits, employers are looking for Channel Manager candidates with the following skills and abilities:
- Crafting and implementing channel sales strategies to meet monthly sales quota
- Developing and maintaining partner and prospective partner relationships through the use of CRM software
- Negotiating contracts and growth plans with current and prospective channel partners
- Ability to use leadership and sales acumen to train and develop sales staff
- Ability to use analytical skills to analyze Key Performance Indicators to determine the health of a channel partner relationship.
Channel Manager Tools of the Trade: As with all professions, there are a few tools Channel Managers use to complete their duties, most of which are digital. Here are a few of these tools: Spreadsheets – Channel Managers use spreadsheets to track sales results and monitor KPIs. This software is typically Microsoft Excel. CRM Software – Channel Managers use client relationship management (CRM) software to organize and monitor current and prospective partners who are in various stages of the sales cycle. This software allows an entire sales team to be on the same page when communicating with prospective partners. Email – Channel Managers do virtually all of their digital communication through email, so they must be proficient in an email client like Gmail or Microsoft Outlook. Social Media – Channel Managers make use of LinkedIn to identify potential channel partners, as well as to identify the decision makers to contact within that company.
Channel Manager Education and Training
Channel Managers aren’t required to have a Bachelor’s degree, but most do. Typical fields of study include Business, Management, Marketing and Economics. Channel Managers are also required to have successful experience as a Channel Sales Representative. This experience on the front lines of the Channel Sales process is what really hones the skills and abilities one needs to be a successful Channel Manager. Certification can be earned from organizations like the Sales Management Association, which offer the Certified Sales Leadership Professional qualification.
Channel Manager Salary
The median salary for Channel Managers, which are included under Sales Managers by the BLS, is $117,960. Those in the top 10th percentile make more than $208,000, while those in the bottom 10th percentile make less than $55,790.
Channel Manager Resources
If you’re interested in further exploring a career as a Channel Manager, then check out the following resources.
The Sales Management Association – The Sales Management Association is a global organization for sales management professionals of any industry. They have several digital resources for members on their website. There are also certifications and continuing education courses available for members looking to improve their marketability.
National Association of Sales Professionals – The National Association of Sales Professionals was created in 1991, and has since grown into one of the largest professional organizations for sales professionals. Their website has a bunch of great material for those looking to improve their sales acumen.
Hubspot.com – Hubspot is not specifically dedicated to Channel Sales, but this top sales and marketing blog has tons of solid information for aspiring Channel Managers. Search their archives for articles related to Channel Management.
– This book starts by discussing how most channel distribution methods are in need of an update. It then goes into strategies for integrating the Internet into channel management strategies, as well as other insights relevant to Channel Managers.
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Channel Manager
Last edited by: Gabriela Barcenas, CONTENT STRATEGIST -
Gabriela Barcenas
CONTENT STRATEGISTGabriela is a Certified Professional Resume Writer (CPRW) and career adviser. With 10 years of digital media experience and five years of resume writing expertise, her publication history includes fashion, education, travel, social justice, equitable design and career advice.
