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Revenue Management: Manage a team tasked with driving incremental revenue within the PPNDA Visual Systems hardware, software, and value-added services.
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Territory Coverage: Oversee Canada, managing 3 account representatives across the country.
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Visual Systems Ecosystem: Own the Visual Systems ecosystem and work with sales, product management, and operations teams to generate overall growth in the A/V industry.
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Business Planning: Create and communicate clear business plans and establish sales goals for mutual accountability; enable partner representatives to drive Panasonic sales through training and resources.
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Channel Strategy Optimization: Evaluate gaps in current partner portfolio and programs; enable existing partners to expand coverage; recruit, onboard, and enable new partners when necessary; propose enhancements to channel programs.
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Event Management: Determine which trade shows and vertical business functions the team needs to attend, keeping within PPNDA market budget.
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Feedback Facilitation: Facilitate two-way feedback between partners and internal teams to ensure partner input informs Panasonic product and program development.
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Solution Development: Always be on the lookout for potential solutions Panasonic can create to make our organization more powerful throughout the A/V Industry.
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CRM Proficiency: Understand and be proficient in current CRM tools, and be able to teach and coach the entire team on their usage.
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Strategic Planning: Develop and implement a vertical-focused business plan to achieve Visual Systems business objectives.
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Strategy Communication: Clearly define the strategy and communicate this to the sales team and executive management.
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Relationship Management: Maintain relationships with Strategic Users, Resellers, and Industry Partners. Promote development of executive management relationships between key End Users or Channel Executives.
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Performance Guidelines: Establish guidelines and expected minimum levels of performance for direct reports. Communicate, reinforce, measure, enforce, and hold the team accountable to ensure the highest level of employee performance.
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Accountability: Provide accountabilities and objectives for each direct report that clearly outline performance expectations. Update and communicate enhancements to accountabilities and objectives as required.
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Support and Leadership: Regularly accompany employees on account visits to provide support, leadership, and education.
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Training: Provide annual training opportunities to all direct reports to enhance individual skill levels and performance.
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Performance Monitoring: Regularly monitor the progress of each direct report, effectively and promptly communicate opportunities for improvement, and develop individual Performance Improvement Plans.
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Delegation: Delegate authority to encourage personal growth at the Account Manager level. Identify and develop future management from the team.
