Channel Manager

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.

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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.
  
  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.


Measures / KPI's

• Sales, margin, and TAM growth with key customers in relevant markets and channels


• Compensation based on regional sales performance


• Key Distributor metrics - WOS / POS


• End User deal Pipeline


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ACCO Brands is shaping the transformation of the working world with innovative solutions and strong brands. We want consumers, customers and colleagues to move forward and to feel good on the way. At ACCO Brands, we are passionate about creating and selling products that make people feel good at work, at home and at school.

If you are looking to make an impact on the working world of tomorrow and seek a rewarding opportunity in a truly international environment, then ACCO Brands could be for you.

We invite you to join us on our journey and in our dedication to building an inclusive culture that is characterized by collaboration, entrepreneurship, and commitment.

At Kensington (http://www.kensington.com) , we pride ourselves on an entrepreneurial culture that empowers us to think creatively, share our thoughts, collaborate, and voice our opinions. It's how we've innovated, inspired, led, learned, and succeeded for over 40 years. Headquartered in Burlingame, California, Kensington is a division of ACCO Brands (NYSE: ACCO), one of the world's largest designers, marketers, and manufacturers of branded academic, consumer, and business products, sold in more than 100 countries across the globe., 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., You could be reducing wrist strain with a keyboard and mouse from KENSINGTON; supporting your mind and body with a laptop riser, seat cushion and file folder from LEITZ or maybe taking a relaxing break with a gaming controller from POWER A. Perhaps you are clearing your clutter with shredder from REXEL and storage boxes from ESSELTE or using a glue or nail gun from RAPID to create your next home project. Whatever products you are using, you will move forward and feel good with ACCO Brands.

With annual revenues of $1.8 Billion, the power of our brands, our unmatched global customer reach, and our strategic market strengths put us in a position to achieve global leadership and growth.

Joining ACCO Brands is joining a long history of industry leadership and innovation; focused on delivering exceptional value to our customers by providing unique, cutting-edge, branded products.

Sustainability

ACCO Brands Europe has been working on taking care of tomorrow for many years and this was highlighted by the award of the EcoVadis Bronze Medal. The award places ACCO Brands Europe in the top 24% of companies rated by the highly reputed system and recognizes our continuous sustainability efforts.

Equal Opportunity Employer

At ACCO Brands, we are committed to providing an environment of fairness and mutual respect where equal employment opportunities are available to all applicants and team members without regard to race, color, religion, age, sex, sexual orientation, gender identity, marital status, national origin, physical and mental disability, and any other characteristic protected by applicable law. We believe that a diverse and inclusive work environment is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.