Our client, an industry leader in factory automation products and solutions, is seeking a Channel Account Manager based out of the Dallas/Fort Worth area. 25-50% travel, territory to include Texas, Louisiana, Oklahoma and Arkansas..
The Channel Account Manager is responsible for working closely with Channel Partners to achieve aggressive sales growth within the Sales Region. The CAM objective is to bring close alignment between the company and their channel partners. The Channel Account Manager will focus on the implementation of channel initiatives as well as develop distribution action plans in support of the company's Strategic Objectives. Collaboration with Senior Sales Management, Regional Sales, Strategic Marketing, Product Marketing and Technical Support Group is essential to achieve required sales growth with channel partners.
Position Duties and Responsibilities
Work in cooperation with Regional Sales Managers in development of aggressive distribution sales plans
Develop and implement the Distributor Sales Plan (DSP) with channel partners/distributors
Target a minimum baseline sales growth of 15%-20% year over year through distribution (organic growth outside of strategic/project sales)
Focus distributors on expansion of sales at existing key accounts
Focus distributors to capture new target opportunities
Help distributors increase top line sales and return on investment by promoting value with company Products and Solutions
Administer, manage and continually improve the Diamond Distributor Elite Program.
Plan and lead joint sales calls with partners, per the Distributor Sales Plan (DSP), to expand customer base and maintain Key customer relationships
Conduct Distributor Scorecard and Distributor Sales Plan (DSP) quarterly reviews as directed by management
Conduct partner sales training as required in assigned territory
Represent company in a professional, ethical, and socially responsible manner with channel partners and customers
Document activities in CRM and complete monthly reports as required by management
Complete monthly and annual business forecasts to show projected sales vs. quota
Attain quarterly and yearly sales goals as established by management
Perform other job functions as assigned
25-50% travel primarily within the territory: Texas, Louisiana, Oklahoma and Arkansas
Strong sales management skills
Excellent people and relationship building skills
Solid track record of consistent sales and profitability growth
Strong work ethic (leads by example)
Excellent listening and questioning skills
Solid organizational and time management skills
Proven ability with problem analysis and strategic problem solving
Excellent communication skills (oral and written)
Ability to multi task
Solid planning ability
Computer proficiency (CRM, Microsoft Word, Excel, PowerPoint, Map Point, and Outlook)
Consultative Selling Skills (Wilson CSP methodology)
BS in an engineering discipline: i.e.; electrical, mechanical or equivalent experience.
5-10 years experience in sales and channel management.
5+ years sales experience in the automation industry (Servo/Motion, PLC/HMI, VFD)