NAR Channel Manager
Apply NowCompany: OFS
Location: Rock Spring, GA 30739
Description:
Job Description
Channel Manager North American Sales
OFS, a world-leading designer, manufacturer, and provider of optical fiber, fiber optic cable, connectivity, fiber-to-the-subscriber (FTTx), and specialty photonics products, has one of American business's longest and most respectable corporate lineages. Our history dates to Alexander Graham Bell and the invention of the telephone over a century ago. This rich heritage, focused on loyalty, customer service, and a dedication to research, has helped us pioneer innovative fiber optic applications for more than a decade.
The company is seeking a Channel Manager to support North America Sales.
The channel manager's job is to manage a company's relationships with channel partners, which are third-party organizations or individuals that help OFS sell its products or services. Partners may include distributors, resellers, and affiliates. The Channel Manager is responsible for ensuring smooth operations and successful relationships with partners. The role involves managing the entire channel strategy, including recruitment, onboarding, training, and ongoing support for channel partners.
The position reports to the Senior Director, NAR Sales and is remote.
Job Summary
The Channel Manager is responsible for developing and managing the company's channel strategy, ensuring effective collaboration with third-party partners to achieve sales targets and expand market reach. This role requires strong relationship management, strategic planning, and a deep understanding of the channel ecosystem to drive partner performance and contribute to the company's overall growth.
Key Responsibilities
Channel Strategy Development:
Play a key role in developing and implementing sales strategies for various distribution channels. Develop and implement a comprehensive channel strategy to identify, recruit, and manage partners that align with the company's goals.
Analyze market trends, identify growth opportunities, and create plans to maximize product or service sales through the channels thereby optimizing channel performance.
Collaborate with Business Development to establish new channels:
As we grow the business to new products, markets, and channels, the Channel Manager will collaborate with the Business Development Team to identify the best partners and strategy, as well as execute the plan.
Partner Recruitment Onboarding:
Identify and recruit new channel partners, resellers, or third-party vendors to expand the company's market presence.
Lead the onboarding process for new partners, ensuring they understand the company's products, services, and sales processes.
Work collaboratively to establish a strong network of partners, fostering communication, providing support and addressing any issues or concerns.
Relationship Management:
Serve as the primary point of contact for channel partners, maintaining strong, long-term relationships.
Provide ongoing support to partners, addressing any issues or concerns, and facilitating communication between the partners and internal teams.
Sales Enablement:
Develop and deliver training programs for channel partners, equipping them with the necessary tools and knowledge to effectively sell the company's products/services.
Collaborate with the marketing team to create sales materials, promotional programs, and campaigns tailored for channel partners.
Contract Management:
Negotiate and manage contracts with channel partners, ensuring terms are mutually beneficial and in alignment with the company's objectives.
Ensure compliance with all contractual obligations and resolve any disputes that may arise.
Market Expansion:
Identify opportunities for market expansion through existing and new channel partners.
Assess market potential, identify gaps in coverage, and strategically recruit partners to enter new geographic areas or target specific customer segments.
Work with partners to develop joint business plans that drive growth in target markets.
Reporting Analytics:
Prepare regular reports on channel performance, providing insights and recommendations to senior management.
Monitor the performance of channel partners, analyzing sales data, market share, the effectiveness of distribution strategies and key performance indicators (KPIs) to ensure targets are met.
Implement strategies to improve partner performance, including regular reviews, feedback sessions, and incentive programs.
Track partner activities, sales pipelines, and forecast revenue.
Qualifications:
5+ years of experience in channel management, sales, or business development.
Proven track record of successfully managing and growing channel partner relationships.
Strong understanding of channel sales processes and partner ecosystems.
Excellent communication, negotiation, and interpersonal skills.
Ability to analyze data and derive actionable insights to drive performance.
Proficiency in CRM software and other sales enablement tools.
Ability to travel as required to meet with partners and attend industry events.
Preferred Qualifications:
Experience in [industry-specific knowledge, e.g., technology, software, manufacturing].
Education:
Bachelor's degree in Business Administration, Marketing, or a related field.
Master's degree in Business Administration or related field, preferred.
Familiarity with digital marketing and lead generation strategies.
Why would you want to work for OFS?
We believe there are many reasons why you would want to consider working with OFS including a stable workforce with longevity, a commitment to working as a team as well as a few other considerations below:
OFS is a company with one of the longest and most respectable corporate lineages that goes back to Alexander Graham Bell and the invention of the telephone more than a century ago.
Our mission is to provide leading optical innovations and solutions by designing, manufacturing, and supplying the best optical fibers, fiber cable and components for our customers' optical infrastructure, with exceptional service that creates value for our shareholders, customers, and employees.
OFS continues shaping the future of communications by applying the best minds to the challenges our customers will continually face.
OFS offers an employee-focused environment that provides competitive wages, a generous benefits package including medical, dental, life insurance
A company match of 100% of the first 6% employees contribute to their 401(k) plan up to $ 6,000 per year.
Tuition reimbursement plan for job related courses
OFS offers growth opportunities that include all their global locations
If you have the experience and preferred qualifications listed above, and want to be part of a total team effort, we offer you the opportunity to apply on our career site at ofsoptics.com/careers
OFS Is an Equal Opportunity Employer.
Channel Manager North American Sales
OFS, a world-leading designer, manufacturer, and provider of optical fiber, fiber optic cable, connectivity, fiber-to-the-subscriber (FTTx), and specialty photonics products, has one of American business's longest and most respectable corporate lineages. Our history dates to Alexander Graham Bell and the invention of the telephone over a century ago. This rich heritage, focused on loyalty, customer service, and a dedication to research, has helped us pioneer innovative fiber optic applications for more than a decade.
The company is seeking a Channel Manager to support North America Sales.
The channel manager's job is to manage a company's relationships with channel partners, which are third-party organizations or individuals that help OFS sell its products or services. Partners may include distributors, resellers, and affiliates. The Channel Manager is responsible for ensuring smooth operations and successful relationships with partners. The role involves managing the entire channel strategy, including recruitment, onboarding, training, and ongoing support for channel partners.
The position reports to the Senior Director, NAR Sales and is remote.
Job Summary
The Channel Manager is responsible for developing and managing the company's channel strategy, ensuring effective collaboration with third-party partners to achieve sales targets and expand market reach. This role requires strong relationship management, strategic planning, and a deep understanding of the channel ecosystem to drive partner performance and contribute to the company's overall growth.
Key Responsibilities
Channel Strategy Development:
Play a key role in developing and implementing sales strategies for various distribution channels. Develop and implement a comprehensive channel strategy to identify, recruit, and manage partners that align with the company's goals.
Analyze market trends, identify growth opportunities, and create plans to maximize product or service sales through the channels thereby optimizing channel performance.
Collaborate with Business Development to establish new channels:
As we grow the business to new products, markets, and channels, the Channel Manager will collaborate with the Business Development Team to identify the best partners and strategy, as well as execute the plan.
Partner Recruitment Onboarding:
Identify and recruit new channel partners, resellers, or third-party vendors to expand the company's market presence.
Lead the onboarding process for new partners, ensuring they understand the company's products, services, and sales processes.
Work collaboratively to establish a strong network of partners, fostering communication, providing support and addressing any issues or concerns.
Relationship Management:
Serve as the primary point of contact for channel partners, maintaining strong, long-term relationships.
Provide ongoing support to partners, addressing any issues or concerns, and facilitating communication between the partners and internal teams.
Sales Enablement:
Develop and deliver training programs for channel partners, equipping them with the necessary tools and knowledge to effectively sell the company's products/services.
Collaborate with the marketing team to create sales materials, promotional programs, and campaigns tailored for channel partners.
Contract Management:
Negotiate and manage contracts with channel partners, ensuring terms are mutually beneficial and in alignment with the company's objectives.
Ensure compliance with all contractual obligations and resolve any disputes that may arise.
Market Expansion:
Identify opportunities for market expansion through existing and new channel partners.
Assess market potential, identify gaps in coverage, and strategically recruit partners to enter new geographic areas or target specific customer segments.
Work with partners to develop joint business plans that drive growth in target markets.
Reporting Analytics:
Prepare regular reports on channel performance, providing insights and recommendations to senior management.
Monitor the performance of channel partners, analyzing sales data, market share, the effectiveness of distribution strategies and key performance indicators (KPIs) to ensure targets are met.
Implement strategies to improve partner performance, including regular reviews, feedback sessions, and incentive programs.
Track partner activities, sales pipelines, and forecast revenue.
Qualifications:
5+ years of experience in channel management, sales, or business development.
Proven track record of successfully managing and growing channel partner relationships.
Strong understanding of channel sales processes and partner ecosystems.
Excellent communication, negotiation, and interpersonal skills.
Ability to analyze data and derive actionable insights to drive performance.
Proficiency in CRM software and other sales enablement tools.
Ability to travel as required to meet with partners and attend industry events.
Preferred Qualifications:
Experience in [industry-specific knowledge, e.g., technology, software, manufacturing].
Education:
Bachelor's degree in Business Administration, Marketing, or a related field.
Master's degree in Business Administration or related field, preferred.
Familiarity with digital marketing and lead generation strategies.
Why would you want to work for OFS?
We believe there are many reasons why you would want to consider working with OFS including a stable workforce with longevity, a commitment to working as a team as well as a few other considerations below:
OFS is a company with one of the longest and most respectable corporate lineages that goes back to Alexander Graham Bell and the invention of the telephone more than a century ago.
Our mission is to provide leading optical innovations and solutions by designing, manufacturing, and supplying the best optical fibers, fiber cable and components for our customers' optical infrastructure, with exceptional service that creates value for our shareholders, customers, and employees.
OFS continues shaping the future of communications by applying the best minds to the challenges our customers will continually face.
OFS offers an employee-focused environment that provides competitive wages, a generous benefits package including medical, dental, life insurance
A company match of 100% of the first 6% employees contribute to their 401(k) plan up to $ 6,000 per year.
Tuition reimbursement plan for job related courses
OFS offers growth opportunities that include all their global locations
If you have the experience and preferred qualifications listed above, and want to be part of a total team effort, we offer you the opportunity to apply on our career site at ofsoptics.com/careers
OFS Is an Equal Opportunity Employer.