Rand McNally has been transforming travel and transportation for 165 years. Today, Rand McNally provides innovative fleet management and commercial transportation solutions, and connected vehicle technology. We are a leading fleet management company with a large base of Saas fleet management subscriptions and a suite of fleet management Saas products and services for all types and sizes of fleets. Under new ownership, Rand McNally is poised to dramatically grow the Company's consumer and enterprise electronic businesses through rapid expansion of core product lines and continued innovation of commercial transportation solutions ranging from advanced mileage and routing software to fleet management, electronic tracking, and fleet navigation.
About the Role:
The ideal candidate is a high performing channel sales executive, looking for the next step in their career as Channel Sales Director for Rand McNally. This role reports directly to the SVP of Sales and Marketing and is responsible for developing and executing the scale strategy to grow partners and indirect revenue for Rand McNally. This individual will help develop a robust channel sales pipeline, develop and manage relationships, accurately forecast revenue, leverage Rand resources, and help our partners succeed and grow! The ideal candidate for this role will have a demonstrated track record of success in developing and scaling relationships in the Transportation, Logistics and Service Fleet Technology industry.
Job Duties and Responsibilities:
Lead market research to understand and educate Rand on channel trends and opportunities.
Strategically target, pursue, develop and manage a book of scale partners to drive growing, accretive revenue.
Collaborate with Rand McNally management and colleagues to activate the brand and drive broad impact and alignment across the business.
Track and analyze sales performance metrics for channel partners and provide guidance to improve their sales performance.
Research and understand competitive trends and intelligence; collaborate with sales and marketing across Rand to impact strategy.
Organize and deliver technical and messaging enablement of channel partners to ensure product and market prowess.
Negotiate agreements and terms with channel partners to ensure balanced profitability.
Use data to build decision-ready reports and drive strategic decisions for both Rand at large and the channel program specifically.
Assist in partner marketing activities such as tradeshows, campaigns, and other promotional activities.
Create sales plans to help partners meet collective financial goals.
Ensure channel activities comply with legal and company policies.
Collaborate with peer departments and team members on key learnings and successes from field experiences and wins.
Professional Qualifications:
Five to ten years of channel sales experience.
Minimum of five years in the transportation logistics and service fleet space.
Experience in identifying, recruiting, and onboarding new channel partners.
Experience in educating partners about product portfolio and service offerings.
Possess a go-getter attitude! Enthusiastic, consultative, thoughtful, and empathetic in your professional interactions and communications with customers and partners.
Outstanding written, presentation and oral communication skills.
High attention to detail. High ethical standards.
Works well with others. Considered a critical-thinking, team player.
Experience working with enterprise sales and CRM tools; Hubspot is a plus.
Educational Requirements:
A bachelor's degree from an accredited university or equivalent experience in the field is required.
Compensation:
Rand McNally offers a competitive and attractive compensation package that includes base salary + commission commensurate to experience and performance, and a comprehensive employee benefits package. We value teamwork, energy, innovation and productivity and foster an exciting and committed work environment that will help you become successful and grow your career with Rand McNally.
Industry
Transportation, Logistic and Service Fleet Technology
Employment
Type: Full-time
Location: Remote
Travel: Will vary from 25-75% monthly
Rand McNally is an equal-opportunity employer. We welcome and encourage diversity in our workplace.
Employment type
Full-time
Referrals increase your chances of interviewing at Rand McNally by 2x