Channel Development Manager

The Channel Development Manager is accountable for financial target achievement within the assigned strategic account(s). Builds strong relationships with KDMs of assigned accounts (State-Use and Channel 50 partners, as well as Cooperative entities) in support of advancing the GOJO sales strategy. This role additionally plans and implements sales and growth initiatives in concert with account sales and marketing leadership, including end-user targeting, product portfolio management and launches, marketing, and pricing. Proactively engages with channel partners, sales and marketing leadership and develops working relationships to execute business development plans and deliver sales results. Develops, implements and optimizes sales vehicles and programs (contracts, promotional campaigns, selling programs, etc.) across assigned accounts. Team oriented, communicative, and highly collaborative. Collaborates closely with GOJO Public Sector Team in support of advancing market development initiatives.

• Manages sales results for assigned Public Sector (Government & Education) accounts
• Creates and executes business development plans for assigned accounts (including annual growth goal, sales initiatives, product portfolio management and launches, marketing, pricing strategy).
• Executes against sales strategy, meetings and trips to customers
• Facilitates ongoing cadence of business review meetings with key decision makers of assigned accounts to support achieving mutual business development goals.
• Prepares content, presentation and communications between key accounts prior to customer visits, business reviews and planning meetings.
• Collaborates with assigned accounts to develop and execute focused end-user targeting initiatives to drive new end-user acquisition and penetration of existing end-users. Engages GOJO sales team as needed in support these efforts.
• Works with a cross-functional team to manage the portfolio of custom products for GOJO State Use Partners, including new product launches and portfolio optimization/discontinuations.
• Works cross-functionally on the design of customized literature, ads, and marketing materials for assigned accounts.
• Collaborates with personnel from assigned accounts to ensure online and print product catalogs are reviewed periodically and updated as needed to reflect accurate assortment and product specifications.
• Communicates relevant account updates across GOJO Public Sector Team and other Business Teams, as appropriate.
• Generate sales reports as required or requested by assigned accounts, sales management or leadership
• Trains and coaches, the appropriate sales force to ensure competency of product portfolio and market segment in support of assigned accounts.
• Track orders, monitor back orders, assess customer needs and perform other logistical analyses as necessary.
• Collaborates cross-functionally to manage price advisories extended to assigned accounts, facilitates communication of updated pricing to assigned account KDMs #LI-Remote

• High School diploma required; bachelor 's degree in sales, business administration or a related field preferred
• Minimum two (2) years' experience in customer service, sales, or marketing support in a business-to-business environment required
• Proficiency with all Microsoft Applications, with intermediate Excel and PowerPoint skills required
• Excellent written and verbal business communication skills required

• Provides guidance, and trains appropriate GOJO team members including salespeople, internal sales support, product management, and customer service
• Does not directly manage GOJO team members
• Reports to a Public Sector Corporate Account Senior Director