Channel Manager

6 days ago

Old Toronto, Canada 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. And will conduct regular regional 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
  • 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.
    • Create a localized version of an Integrator Program modeled on US/IDPP concepts. Roll out with the sales team and attract new channel members based on their market competence.
  • 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
  • Captures 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 Accountable, 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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