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• Manage the wireless and retail channels comprised of the following North American channel segments:  wireless carriers, consumer electronic retailers, clubs, gaming/toy retailers, etc.  Customers may include but are not limited to: AT&T, T-Mobile, Sprint, Verizon, U.S. Cellular, Apple, Best Buy, Target, Toys R Us, Game Stop.
• Develop sales strategy and key sales initiatives, and ensure execution across wireless, retail, and distributor channels.
• Ensure retail channel P&L and that performance objectives are met for revenue and profit growth, supply chain metrics, and best-in-class cross functional customer support with large national accounts.
• Responsible for driving organic sales growth through existing customers with large potential for upside.  i.e. wireless carriers.
• Responsible for driving sales growth in both existing and emerging product categories through new customer acquisition and will have direct account management responsibility for these new customers.
• Communicate Body Glove strategic direction to customer constituents (executive leadership, merchants, etc).
• Communicate strategic direction needed to internal cross-functional support teams to deliver industry-leading cross-functional customer support.
• Drive best practices to provide greater leverage across the sales channels.

Driving Revenue

• Determine account / channel strategy with input from the Body Glove business team to sell products via wireless, retail, and distributor channel segments.
• Establish appropriate sales organizational structure to ensure P&L metrics are achieved.
• Engage and collaborate with internal cross-functional areas to ensure customer support and alignment on key objectives to meet the needs/requirements of the customer.
• Evaluate ROI and approve new business opportunities with input from the business team.
• Develop action plans related to the generation of new business and identify growth opportunities in channels.

Orchestrates All Execution with Account

• Lead cross-functional team to ensure that customer/channel service levels are met.
• Monitor target attainment and adjust goals or strategy for account managers and selling agents (reps).
• Improve processes, procedures, and efficiencies related to customer business, supply chain, and service by working through/with other areas.
• Evaluate customer strategy and product assortments to identify gaps/opportunities that can be filled through Body Glove products. 
• Identify and assess competitive product threats at key accounts and garner insights from customers on competitor’s performance.  Leverage competitive insights to suggest ways to innovate and differentiate our product portfolio.
• Facilitate and coordinate the activities of the internal service team (NPD, Customer Service, Supply Chain, and Distribution) to support day-to-day and long-range service objectives.

Manages Account P&L

• Monitor monthly/quarterly sales activity, progress against selling initiatives and targets, and customer and competitive landscape.
• Conduct monthly reviews of key metrics (revenue, contribution margin, forecast accuracy, etc.) and develop action plans to ensure that goals are met.
• Monitor customer POS and inventory levels throughout entire supply chain to ensure that customers and distributors do not overstock resulting in potential returns/stock balancing.
• Manage spending for channel promotions for maximum profitability.
• Regularly review direct costs for programs, rep group services, and travel expenses to find ways to increase value or reduce costs.

Provide Strategic Leadership

• Provide strategic input and direction from a customer vantage point to help shape strategy of product categories and/or the overall business.
• Help manage team priorities based on overall view of customer projects and their importance.
• Meet regularly with Body Glove leadership to consult and strategize on new opportunities.
• Facilitate biannual reviews of team performance against internal goals and customer expectations and work with team on necessary adjustments.

Customer Contracts

• Provide input to Sales Finance regarding customer contract to assist with negotiations.

Staff Management

• Perform all duties related to talent acquisition, retention, and development in accordance with Fellowes programs and philosophies.

Education

Bachelor's Degree, Master's in business or related field preferred

Work Experience

Minimum 5 - 7 years sales management experience (including staff management)

Proven ability to grow account and manage P&L

Record of successful negotiations and strategic planning

Skills

Business Acumen: ROI analysis, strategic planning and problem solving

Ability to sell value

Must build relationships at the executive level

PC skills (MS Office, Internet, account analysis software)

Leadership

Other relevant information (hours, travel, etc.)

Ability to travel 50%