Business Development Manager, Channels and DMR - AV Products

A leading manufacturer of Audiovisual Display systems is seeking an experienced Manager of Business Development to grow its US-based Distribution & Reseller network.

Strong preference for candidates within the New York/New Jersey metro region.

Candidates should be within a one hour commute of a major US metro airport.

Regular Travel throughout the United States, Canada, Required.



Candidates must be located in the US.

No relocation or work via assistance offered.

No contractors or third-party recruiters, please.



Position Objectives:

Grow revenue and increase profitability

Increase market share

Discovered new sales opportunities

Drive revenue and operational efficiencies

Recruit, negotiate and secure sales agreements with leading North American resellers and

distributors

Enable, incentivize and train reseller and distributor partners

Responsibilities:Work directly with channel partners and distributors to promote the Audiovisual product lines.

Assist with technical and sales related 

issues.

Develop sales plans, complete with goals, strategies, deadlines and metrics.

Demonstrated ability to develop inside sales and implement successful trade

marketing tools.

Drive demand through effective marketing efforts, including lead and demand

generation campaigns, channel partner training and enablement.

Partner with current US GM to proactively monitor and assess supply chain management to support forecasting and secure the availability of the right products for the customers.

Generate and deliver reports to corporate management on customer needs, problems, interests, competitive activities, and

potential for new products and services.

Secure distribution agreements with leading AV/IT or ProAV distributors by leveraging existing business, network and personal relationships.

Broaden reseller network by targeting other leading VAR/VAD/MSP/DMR firms with marketing messages, promotions, sales enablement, direct solicitation and other tactics.

Identify and execute on new sales opportunities, e.g. new markets, applications, verticals, geographies, partnerships.

Reporting/Forecasting: Identify opportunities for improvement in Sales and Business reporting. 

Work closely with Executive and Global Management teams to set and reach objectives.

Mentor and Coach Inside Sales team: Monitor improvements in sales

performance when needed.

Mentor and Coach when needed non-Sales employees who come into contact with customers and partners: Support, Billing, Financial, Operations, Logistics.



Experience, Education and Skills Requirements:

Bachelor’s degree or equivalent experience.

8-10 years of experience in the AV/IT or ProAV technology market.

5-7 years of experience in a revenue-responsible Business Development role, holding direct target responsibility (“quota-carrying”) such as Enterprise Sales, Channel Management, Channel Sales or similar role in Indirect/channel/Distribution sales business models.

• Preferably extensive selling experience as Vendor into VARs, VADs, MSPs, DMRs.


• Extensive personal network of contacts in (Pro)AV markets; VARs, VADs, DMRs and display manufacturers and other relevant (pro) AV hardware vendors.


• Highly motivated and target driven with a proven track record in sales growth and development.


• Excellent selling, communication and negotiation skills.


• Relationship management skills and ability to build and extend productive business partnerships.


• Strong technical and market knowledge in Audiovisual and Media Technology, System Integration and Distributions sales.


• Effective listening skills, a professional telephone manner, exceptional


• communication, interpersonal and organizational skills.


• Ability to articulate a value proposition.


• Ability to build relationships with Sales organizations and internal customers.


• Technical support for new business acquisition, including development of technology messaging/demos, and alignment of product strategy.


• Participate at industry events through presentations, speaking engagements,


• panel engagements and other trade show activities.


• Excellent knowledge of MS Office and familiarity with CRM practices, such as SFDC or Hubspot