Description
An employee-owned company, Santanna Energy Services has been the energy supplier of choice for over 35 years for hundreds of thousands of customers in The Midwest Region. We offer natural gas and electricity plans to residential customers, customized solutions to help small businesses manage market volatility, and we support partnerships with agents, brokers, and consultants.
Job Title: Channel Sales Manager - Energy Broker Relations (Commercial)
Reports to: Vice President of Revenue and Sales
Location: This is a remote work-from-home position with some travel.
Summary: The Channel Sales Manager wins, maintains, and expands relationships with assigned commercial channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Sales Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Sales Manager represents the entire range of company products and services to assigned partners though may focus on a specific solution or product set if focused in a partner vertical market. Must be forward-thinking and always finding ways to improve processes and procedures.
Duties and Responsibilities:
- Establishes productive, professional relationships with key personnel in assigned partner accounts.
- Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners’ expectations.
- Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
- Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
- Sells through partner organizations to end users in coordination with partner sales resources.
- Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
- Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
- Ensures partner compliance with partner agreements and mandated regulatory requirements.
- Drives adoption of company programs among assigned partners.
Qualifications:
- 2+ years of experience working in a B2B retail energy industry/ sales teams and/or equivalent experience, preference in OH/PA sales
- Minimum Bachelor’s Degree in business or a related field required
- Proven track record of driving and meeting sales goals
- Experience in planning and implementing sales strategies
- Working knowledge of Microsoft suite (Word, Excel, PowerPoint, etc)
- Ability to communicate effectively both written and verbal
- Ability to multi-task and work in a fast pace environment
Competencies:
- Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
- Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; Educates others on the value of diversity; Promotes a harassment-free environment; Builds a diverse workforce.
- Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
- Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
- Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
- Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others’ views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone’s efforts to succeed.
- Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
Physical Demands and Work Environment:
- Required to stand, walk, and sit
- Continually required to utilize hand and finger dexterity
- Occasionally required to bend, stoop
- Continually required to talk and listen
- While performing the duties of this job, the noise level in the work environment is usually low to moderate
- The employee must occasionally lift and /or move more than 5 pounds
- Specific vision abilities required by this job include: Close vision; Distance vision; and ability to adjust focus
The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
