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
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
JOB MAIN REQUIREMENTS
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
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,
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
Excellent presentation skills
Desire to own all parts of a partner lifecycle, starting with
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
Excellent presentation skills. Public speaking experience
Ability to work and communicate with both functional staff and C-suite
Creative, proactive, autonomous
Must be able to travel
(Fluent and Proficient)
Proficient in MS Office Suite, Microsoft Dynamics CRM and/or equivalent.