Channels Account Manager

The Account Manager is responsible for achieving the company's revenue objectives, growing the market, protecting the current installed base against competitors, generating new customers and new revenue for Toshiba Solutions and adding value to Toshiba's proposals, having a presence in the region. AM is responsible for supporting and training Business Partners, monitoring marketing funds for demand generation activities. Building strong, long-term relationships with business partners and end customers, developing the overall strategy for the region. This position reports to the Mexico and central America Channel Manager.

Responsibilities:

• Achieve sales goals (quota) as stated by the company. Increase market, revenue and develop new solutions that are not available for the region.
• Generate and develop the sales strategy focused on solutions such as Self Checkout, POS and Software and other proposals that add value to the traditional business.

• Generate a strong brand presence in the region. Create and establish an excellent relationship with local end customers and partners in the region.
• Execute transactional and value sales for customers.
• Develop, manage and maintain a robust pipeline of sales opportunities throughout the entire sales cycle using the company's CRM to record and track sales opportunities. Use the CRM to accurately forecast current and future sales opportunities using the company's defined forecasting methodology.
• Present and demonstrate Toshiba solutions to customers and senior executives, emphasizing strengths such as company vision, strategy, reputation, product/system architecture, design flexibility, process reengineering capabilities, integration of customer systems environment, return on investment (ROI) studies, etc.
• Constantly remain aware of markets, competitor activities and issues within the Channel, recognize developing trends and make appropriate strategic and tactical sales/marketing/program recommendations for corrective action.
• Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule.
• Establish and maintain a high level of positive and effective contact with key partners, distributors, for the development of new and ongoing business.
• Develop and manage Partner programs such as Marketing Funds and Rewards, which encourage demand generation.

 

Required Skills:

• Have at least 6 years of experience as an Account Manager in a similar industry.
• Have at least 3 years of experience as a Business Partner/Distributor.
• Management experience in a similar industry and have operated in the achievement of revenue goals for a Channel Partner Program.
• Have operated under a sales quota system and have met revenue targets.
• Experience in selling technology solutions in the retail sector
• Experience selling Self Service products.
• Ability to execute tactical and strategic sales plans for existing and new clients in order to achieve assigned revenue goals.
• Lead the relationship with partners and clients.
• Able to take risks and make decisions based on business needs and requirements.
• Works well in a team selling environment and maintains good working relationships with other functional company departments such as Professional Services, Product Management, Marketing, Engineering, etc., to ensure both partner & company requirements are met or exceeded.
• Create or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.
• Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO, Owner, and other managers.

Preferred Skills:

• College Degree
• Must possess effective written and verbal communications skills.
• Should be able to demonstrate PC proficiency in MS Word, Excel, and PowerPoint as well as learn any corporate or industry administrative software used by the position.
• Proficiency in the Spanish primarily, but also have ability to communicate in English

About the Company:

Toshiba Global Commerce Solutions is a dynamic billion dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands.  Have you ever been in a hurry and made use of the self-checkout at Lowe’s Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, CVS, Boots, Cencosud, BJ’s, or Costco?  These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader. 

The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let’s get together to drive the new economy. 

EEO:

 Toshiba Global Commerce Solutions is an equal employment employer and is committed to providing employment opportunities to minorities, females, veterans, and disabled individuals.