Channel Manager Kensington

Job Summary

Kensington is a leading provider of desktop and mobile device accessories, trusted by IT, educators, business, and home office professionals around the world for more than 40 years. Kensington strives to anticipate the needs and challenges of the ever-evolving workplace and craft professional-tier, award-winning solutions for organisations committed to providing professionals the tools they need to perform at their peak. The company prides itself as The Professionals’ Choice, and on its core values surrounding design, sustainability, quality and support.

We have an exciting opportunity to join our EMEA Sales team as a Channel Manager, UK & IE. The successful applicant will be responsible for managing channel sales relationships with key IT distributors and resellers, as well as building relationships with currently unmanaged accounts within the IT Disti/VAR/Reseller, Retail and Office Products channels.

This role is based remotely, with an expectation of being customer facing at least 2-3 days per week.

Principle Accountabilities and Key Tasks

• Direct responsibility for managing and maintaining relationships with key Distributors & Resellers, strengthening customer intimacy at all levels.
• Responsible for developing sales in retail/etail and office products channels
• Be results-driven - develop and execute annual and quarterly business plan to ensure quota objectives are over-achieved by selling the Kensington portfolio of products to channel partners. Understand the customer's strategies and goals to align Kensington products and services to build long term partnerships.
• Be customer facing - Organise regular touchpoints at all levels within the customer, from sales floor walks, lunch & learn sessions with sales staff to regular business reviews with business managers and purchasing management, executing the sales plan at all levels of the organisation & measure performance against the plan. At least 50% of your time should be customer facing, including flexibility outside of traditional office hours.
• Always know your numbers - fully utilise Salesforce.com (SFDC) to track sales opportunities and bids, while actively manage reseller performance, identifying potential areas for sales growth and opportunity/deal wins
• Provide regular, reliable input to the sales outlook & demand planning/forecasting process and manage internal stakeholders to ensure best possible service to our customers.
• Work with Channel Marketing to outline priorities for Marketing campaigns/activity within the Distributors and Resellers with the aim of driving sales growth, taking share, and building customer intimacy
• Gain TAM and market data to formulate sales & marketing plans, targeting areas for low hanging fruit share gain activities
• Build strong internal relationships with Office/Consumer Channel colleagues, acting as a Kensington expert in relevant markets to help drive sales growth and new listings within the office channel.

Competencies / Attributes Required

• Experience working with Channel Partners in the IT/Technology industry, and profound understanding of Hardware, Accessories and Consumer Electronics products
• Strong network with key stakeholders in the UK IT channel, experience with Retail & Office Products channel is beneficial but not essential.
• Excellent written, oral and customer presentation, influence, and negotiation skills
• Organisation Skills - able to effectively manage multiple tasks and work within a pressurised environment showing attention to detail
• Competent with using different systems including Salesforce CRM & MS Excel
• High energy personality with a positive, results driven mindset and high motivation and drive to get things done without day-to-day manager interaction
• Experience in establishing and nurturing commercial relationships and partnerships
• Able to travel as required
• Networking – proven networker who can manage, maintain, and develop a wide range of contacts at all levels.

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