Participate in selecting appropriate high performance channel partners in defined territories to optimize market coverage, sales growth, profitability and indirect sales effectiveness. The role will balance sales support, partner management, and sales training with the focus of growing the sales funnel.
Nurture strategic partnerships and build relationships with channel entities to communicate company’s vision and product potential, and drive channel harmony.
Maximize total partnership value potential through sales best practices, training and support.
Optimize margin performance by prioritizing channel partner sales initiatives and incentives to achieve desired product mix within defined guidelines.
Work with assigned channel partners to assess competitive landscape and create unique value propositions that create competitive advantage within assigned geography.
Assess viable partners to access incremental markets.
Define and execute partner sales objectives.
Conduct contract negotiations with channel partners.
Implement and support the administration of all channel partners in assigned region.
Implement and manage contractual agreements and updates with all channel partners in assigned region—ensure that both parties comply with all contractual terms and conditions.
Monitor and manage partner, channel and regional performance.
Conduct formal performance reviews with assigned channel partners and associated field sales support resources to assess performance against key performance metrics and objectives, and drive corrective actions as appropriate.
Develop formal performance improvement plans for underperforming channel partners, and facilitate the termination of channel partners as necessary.
Communicate with partners on new products and service offerings.
Collaborate with Marketing to drive programs and events to extend the relationships to new prospects.
Collaborate with IT to create systems and define procedures to streamline partner management.
Ensure partners’ compliance with all GSERNA’s business policies and procedures.
Meeting and exceeding set sales quotas while adhering to GSERNA’s sales rules of engagement.
Serve as the primary escalation point for issue resolution contact with assigned channel partners.
Evaluate contract alternatives from a historical, legal, competitive, customer and financial perspective, and ensure they are tools to drive sales and channel growth.
Proactively and continuously identify competitors and define their business model to better position GSERNA’s value proposition.
Continuously monitor competitive activities and market events/trends, and adjust go-to-market approach and actions accordingly, e.g. redirecting channel focus, developing new programs and campaigns (with Marketing), reallocating resources etc.
Bachelor's degree in Business, Marketing or related field. MBA is a plus.
5 to 7 years experience in sales management with a track record of success and increasing responsibility.
Experience with channel development / management and / or sales required; previous focus on B2B sales a plus.
Previous experience in selling products and services to Small Customer segments—either in the Retail Energy market or in other industries (such as Telecommunications and Technology)—is a plus.
Experience in or familiarity with the NEPOOL and NYISO markets is a plus.
Excellent communication skills, great problem solver, and follow-up ability.
Ability to manage a pipeline with multiple accounts and partners.
Ability to build and nurture commercial relationships.
Ability to identify and develop new business opportunities.
Proactive, entrepreneurial, self-starter—must be highly motivated, possess leadership skills and have the ability to contribute to the company’s development.
Ability to prioritize and work on multiple projects simultaneously,
manage multiple priorities and deadlines,
and execute assigned tasks in a timely manner.
Must have flexibility—the candidate must be able to adapt to the dynamic nature of our markets and be equipped to handle the stresses that come with those demands.
Must be coachable and trainable.
Strong organization and analytical skills.
Ability to work both independently and on cross-functional teams.
Proficient user of Microsoft Office.
Ability to function well in a fast-paced, dynamic environment.
Acts as a team member with all employees of GDF SUEZ staff.
Complies with all GDF SUEZ policies and procedures.
Carries out other duties as assigned.
Maintains the highest ethical standards.
Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is exposed to weather conditions prevalent at the time.
The noise level in the work environment is usually moderate.