Business Development Channel Management

About the Role

You will be responsible for expanding and managing the FANUC CRX distribution network to increase market share, drive channel growth, and improve partner performance. This role develops Distributor, Authorized System Integrators (ASIs), and Device Partner capabilities while holding channel partners accountable for achieving sales, marketing, technical, and growth objectives. Build a high-performing distribution network, hold channel partners accountable for results, and increase FANUC market share through disciplined channel management and market expansion.

Responsibilities

• Expand FANUC's distribution network through recruitment, development, and retention of high-performing Distributors, ASIs, and Device Partners.
• Increase market share by identifying growth opportunities, expanding market coverage, and driving competitive displacement initiatives.
• Establish and manage partner performance metrics, scorecards, and growth objectives.
• Hold Distributors and Device Partners accountable for sales performance, opportunity generation, market development, technical capability, and customer engagement.
• Conduct regular business reviews including implementing improvement plans for underperforming partners.
• Drive execution of channel growth programs and ensure consistent adoption of FANUC strategies and standards.
• Support channel partners in developing opportunities, growing key accounts, and increasing CRX adoption.
• Collaborate with Sales, Marketing, Engineering, and Product teams to accelerate market penetration and channel effectiveness.
• Monitor competitive activity, industry trends, and market opportunities to support growth initiatives.

Key Performance Measures

• Market share growth
• Distributor and Device Partner performance attainment
• Channel-generated sales and opportunities
• New partner recruitment and channel coverage expansion
• Competitive wins and partner conversions
• Percentage of channel partners achieving established growth objectives

Requirements

• Bachelor’s degree in engineering, Business Administration or related field; or equivalent relevant experience.
• Minimum 5 years of experience with customer interface or selling, preferably in a capital equipment environment.
• Demonstrated experience designing and implementing scalable business processes or growth programs.
• Technical competency in automation applications from actual plant experience or formal education.
• Robotic application engineering and robot programming knowledge.

Preferred Qualifications

• Master’s degree in engineering, Business Administration, or related field.
• 5+ years of experience with customer interface and selling in a capital equipment environment.
• Extensive knowledge of manufacturing processes.
• Experience working with distributor or channel-based sales models preferred.
• Fundamental understanding of FANUC product catalog and applications, especially the CRX cobot product line.

Benefits

• Medical, Dental & Vision Insurance
• 401(k) Retirement Program
• Life Insurance
• Short-Term & Long-Term Disability Plans
• Tuition Reimbursement
• Wellness Program
• Flexible Spending Accounts
• Employee Assistance Program
• Flexible Benefit Dollars
• Generous Holiday & Vacation Program

We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements.