From the Mariana Trench, the deepest point on earth, to surging shorelines and anywhere in-between, we make the impossible possible through our continuous passion for innovation.
Our people design, engineer and manufacture technologies that are enabling our customers to discover, navigate, measure, detect and communicate in the toughest environment on earth: Our oceans. We’ve been actively developing the technology to make the oceans accessible for nearly 50 years and we’re only just getting started…
We are looking for a Channel Manager to support development of Sonardyne’s global reseller network through:
* Sustainable profitable growth in sales, typically of lower value products, spares and after-market service offerings.
* Expand the network to ensure coverage geographically and by market sector.
* Ensure efficiencies are gained through operating an effective network, be that via offboarding from Sonardyne RO’s to resellers or via salestech.
* Managing partner relationships, ensuring compliance, and monitoring performance to achieve market expansion and business growth.
The Role and Role Specific Competencies
* Ensure performance management of Resellers from target setting to regular performance, strategy, value-adding, and compliance reviews.
* Develop and execute an enablement strategy to empower Resellers with the knowledge, tools, training, marketing, and resources required to effectively sell Sonardyne products, services and solutions.
* Drive the simplification and optimisation of commercial processes to improve overall business performance and reseller engagement through salestech and process changes.
* Strengthen processes related to the renewal and non-renewal of channel partners to ensure alignment with business objectives.
* Develop a framework for selecting new channel partners, outlining their roles, responsibilities, and creating aligned incentive models to drive performance.
* Create and harmonise policies on discounts, commissions, and payments to resellers (and agents). Drive consistent implementation across regions.
* Support and implement commercial initiatives to enhance market opportunities and drive revenue growth through reseller network and Sonardyne’s eShop.
* Improve and unify dashboards and data sources to enhance KPI's, their visibility, accessibility, and ultimately decision-making across all channels.
* Operate an effective system to maintain and ensure contractual terms are in place and are kept relevant and up to date working alongside contracts team.
* Grow Sonardyne’s market share and customer base, using a variety of business techniques to develop new customer opportunities and effective sales & marketing strategies.
Minimum Requirements
* 3Y experience in managing a successful reseller network and/or offshore underwater technology (or related industry)
* Track record of developing and expanding resellers across diverse geographies
* Ability to work effectively across a portfolio of diverse opportunities simultaneously
* Track record of delivering significant sales growth
* Ability to develop technical understanding of target equipment portfolio to a high level
* Collaborative style with the confidence and integrity to earn customer and stakeholders’ confidence and respect
* Self-starter and proactive with a strong work drive.
* Excellent written and verbal communication skills with the ability to report at all levels within the business and externally as required
* Track record of successfully working with an international reseller network
* Prior technical and/or operational experience with Sonardyne equipment
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
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