Director - Channel Sales

Lion Electric
September 20, 2023
Offerd Salary:Negotiation
Working address:N/A
Contract Type:Other
Working Time:Negotigation
Working type:N/A
Ref info:N/A
Job Description


Reporting to the Vice President of Sales – US Trucks, the Channel Sales Director will be responsible for the organization's channel sales policies, objectives, and initiatives. They will also hire, manage, and lead a Channel Sales Team. This position will require developing and owning relationships with new and existing partners (such as upfitters, fleet management companies, etc) and cultivating the relationships to convert into sales for the Lion Electric Truck team. The position is remote/ on the road.


  • The Director of Channel Sales will generate new business through building an upfitter, reseller, and referral network for Lion Electric Trucks. In this role, you will:
  • Create an overall Channel Sales market strategy to build Lion's brand awareness among partners and increase Lion's Truck Sales
  • Identify new partnerships based on Lion's product offerings, go-to-market strategy, and engineering roadmap.
  • Focus on extending Lion's business model through the recruitment and development of a portfolio of Partners consisting of upfitters, FMCs, system integrators, resellers, distributors, and more.
  • Drive the design and implementation of channel partner programs or initiatives Lion needs to implement to achieve our key results
  • Lead cross-functional teams to ensure the planning and execution of program launches and ongoing operations of programs are running as expected (sales, engineering, etc)
  • Negotiate contracts with partners to determine preferred or wholesale pricing, terms of payment, and other relevant business details

  • Establish key results to measure the success of channel programs

  • Collaborate with marketing, sales, channel managers, operations, finance, and technical teams at all levels within the company to help identify, design, and implement business processes necessary to build a successful channel partner program
  • Monitor sales trends in order to identify opportunities for growth in existing markets or the need to develop new products or services to meet changing customer needs
  • Develop and implement marketing strategies for new products or services to increase awareness and generate interest from potential customers
  • Evaluate partnerships and make suggested improvements or changes, where needed
  • Possess an in-depth knowledge of each strategic partner's business and what drives their success.
  • Strategize and implement programs/events/campaigns to create interest and awareness among Partners' customers
  • Proactively maintain ongoing knowledge of industry, global markets, existing and target channel partner accounts, & competitive landscape
  • The ideal candidate must be a hands-on leader of a team responsible for executing on all aspects of the business relationship with each partner. The Director will be responsible for:

  • Hiring and onboarding of the US Channel Sales Team.

  • Ensuring that the team is fully Staffed 100% of the time by utilizing a proactive staffing approach
  • Training in person and remotely each week for sales and technical training, as needed.
  • Creating KPIs associated within every partner channel type to ensure that - as the team scales and grows - we understand the measurable outcomes and needs of new verticals
  • Managing the Channel Sales Team Pipeline based on KPIs and deliverables from the organization. Must have experience with CRM dashboards and reporting.
  • Creating sales reports and communicate sales stats to the Senior Leadership Team
  • Coaching, Mentoring, and Developing the sales team.
  • Any other related task
  • Support the Direct Sales Team & Director by:
  • Providing training and updates on new partnerships that the organization is entering into
  • Working closely with the company's direct Sales team to promote scale and maximum territory coverage
  • Strategizing with the Director of US Truck Direct Sales to drive overall business, sales, and close ratios for the sales organization


    Bachelor's degree or higher in a relevant field


  • 10+ years' experience in outside B2B Sales in Trucks, National Accounts, Sustainability Industry or B2B.
  • 5+ years' experience and understand of Channel Sales partnerships in the Medium Duty Truck space.
  • Knowledge and industry business development experience in trucking industry, electric vehicle, or advanced clean transportation industry, ITS or related industries
  • Consultative Selling Style (Challenger Sales Approach)
  • Must be able to create and develop sales reporting & KPIs, and direct team to those objectives
  • Must be a Master Recruiter – proven system
  • Must be a World-Class Sales Trainer – proven examples
  • Must be a Great Motivator & People Manager
  • Must be a Proven Executor
  • Must be able to Develop Future Leaders – proven examples
  • Preferred P&L Proficiency
  • Not afraid to deep-dive into operational day-to-day
  • Ability to handle multiple responsibilities, multitask and work independently
  • Ability to work cross-functionally with sales, engineering, logistics, delivery, finance, and admin teams
  • Strong organizational and time management skills.
  • Self-starter – drive to develop effective processes and takes initiative.
  • Focused on results – wants to build a successful electric vehicle brand.
  • High Level of Computer Literacy including Microsoft Word, Outlook, PowerPoint, Excel.
  • Excellent Verbal & Written communication and negotiation skills
  • Team player: comfortable consistently working with multiple teams.
  • Dedicated to an ethical approach to sales and sales operations.
  • Flexible and adaptable problem solver with a positive outlook.
  • Possesses a valid driver's license.
  • This position will require frequent travel.
  • Specific Skills and/or Abilities

  • Documented-Proven track record, and ability to Close Large/Complex Sales
  • Proven track record of hitting and exceeding sales quota targets
  • Proven ability to communicate with partners at all levels within an organization
  • Excellent presentation skills
  • Desire to own all parts of a partner lifecycle, starting with profiling/recruitment
  • Ability to evaluate opportunities, prioritize, and close; results-oriented
  • Experience Leading/Managing Sales Teams. Ability to set sales objectives, forecast sales, and complete reporting. Proven experience in influencing and leading
  • Excellent presentation skills. Public speaking experience
  • Ability to work and communicate with both functional staff and C-suite level staff
  • Creative, proactive, autonomous
  • Must be able to travel
  • Languages

    (Fluent and Proficient)

  • English
  • IT Knowledge

  • Proficient in MS Office Suite, Microsoft Dynamics CRM and/or equivalent.
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