Channel Manager

4 weeks ago

Canada, CA SICK Sensor Intelligence Full time

***This is a remote, field-based sales position. The ideal candidate will live in or around the Greater Toronto Area. They will have responsibility for Ontario and western provinces. This position will require regular business travel.

ABOUT SICK:

SICK is one of the world’s leading manufacturers of sensors, safety systems and automatic identification products for industrial applications. Whether automating factories or optimizing distribution centers, SICK provides cost-effective solutions. We have been a technology leader for more than 70 years and with more than 50 global subsidiaries, SICK has a presence all over the world. Leveraging a history of innovation, our company has pioneered a long line of industry firsts – such as the first safety light curtain, the first color sensor, and many more.

POSITION SUMMARY:

This position is responsible for managing and driving growth of the SICK portfolio of products through our channel sales partners in Canada. Primary channels include distribution and system integrators.

RESPONSIBILITIES:

  • Develop and manage channel partners for the assigned territory. Serve as primary liaison between SICK and the channel partners.
  • Resource management and coordination.
  • Drive new business development through customer visits.
  • Channel partner management:
  • Business plan development and review (track and manage performance against plans).
  • Adherence to international distributor partnership program requirements (IDPP). Ensure compliance and measure the success of channel partners as part of the annual renewal process.
  • Coordinate and drive marketing efforts and approve marketing fund allocations.
  • Coordinate training efforts and support resources.
  • Manage special price requests.
  • Manage internal/external sales and marketing initiatives.
  • Provide leadership to distributors for adoption of new SICK products, solutions, systems and Lifetime Services. Agree and execute aggressive growth goals for new product introductions against a documented plan.
  • Constantly assess new potential channel candidates and manage additions and removals based on local needs and performance based on distributor performance.
  • Support and manage integrator programs.
Maintain partner contracts. Champion the utilization of CRM for all aspects of business:
  • Opportunity/Funnel Management.
  • Activity Management (pre and post call planning).
  • Sales lead process adherence.
  • Maintenance of account and contact information.
Pursue SICK Sales Excellence (Skills, Knowledge, Attitude). Implement SICK Sales Pro Strategy. Champion the SICK culture. Ability to analyze and communicate market trends. Capture and communicate competitive intelligence. Participate in trade shows, prepare and give marketing/sales presentations to technical societies, etc. Carry out other duties and responsibilities as may be assigned or required.

QUALIFICATIONS:

Education and Experience

  • University or three-year college degree in relevant field or equivalent experience.
  • Prior sales experience involving sales of high technology industrial automation products as a field sales person is preferred.
  • Prior experience managing channel partners or managing the sales force of a channel partner.

Other Qualifications

  • Ability to travel regionally. Valid driver license.
  • Requires a high degree of business management skills.
  • Compliance and execution of corporate sales strategies.
  • Requires excellent communication and interpersonal skills.
  • Computer proficiency with Microsoft and Internet applications.
  • Legally permitted to work in Canada and travel internationally.
  • Ability to work in a general office environment.

CORE COMPETENCIES:

Ethics and Integrity, Personal Growth and Learning, Customer Focus, Personal Accountability, Building Effective Relationships.

POSITIONAL COMPETENCIES:

Business Acumen, Technical Learning, Dealing with Ambiguity, Priority Setting, Personal Organization, Drive for Results, Presentation Skills, Written Communications, Comfort Around Higher Management.

Other Physical Requirements:

  • Computer monitor more than 4 hours a day.
  • Frequent plane and/or car travel.

If you thrive in a fast-paced, team-oriented work environment that offers challenges and the opportunity for growth, we are the place for you SICK offers competitive wages and an excellent benefits program.

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