Channel Account Manager-Industrial Automation

Location: OH
Job Type: Direct Hire
Salary: $80,000.00 - $110,000.00
Degree: Bachelor of Science;
Date: 11/22/2017
Job ID: 02529163
Job Description
The Channel Account Manager (CAM) 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 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 the company's channel partners.

Position Duties and Responsibilities
-Work in cooperation with Regional Sales Managers in development of aggressive distribution sales plans
-Develop and implement mutual marketing plans (MMP’s) 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 company's Automation Provider Program
-Plan and lead joint sales calls with partners, per MMPs, to expand customer base and maintain Key customer relationships
-Conduct Distributor Scorecard and MMP 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

Travel Requirements
40-50% Travel primarily within territory: Region: Central

Required Skills
-BS in an engineering discipline: i.e.; electrical, mechanical or equivalent experience.
-10+ years’ experience in sales and channel management.
-10+ years sales experience in the automation industry (Servo/Motion, PLC/HMI, VFD)
-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)

Beneficial Skills
-Consultative Selling Skills (Wilson CSP methodology)