Channel Sales Manager

This role can be performed remotely from an approved location, with flexibility based on business needs and applicable requirements.

About the role

The Linear Motion Division is a major contributor to the Automation & Controls Segment, with approximately 1,500 global associates and $400M in revenue. There are 9 main sites located across the United States, Mexico, the Caribbean, & Europe.

The Channel Manager is responsible for managing all of Linear Motion Division’s indirect sales channel strategies and tactics, including multiple types of industrial distribution, catalog, and online channels. The Channel Manager maintains and expands relationships with assigned channel partners. The role involves achieving sales growth, profitability, and partner recruitment objectives while representing the entire range of Thomson and Nook products and services, with a possible focus on specific solutions or product sets.

Travel: Must be willing and able to travel by all forms of transportation, up to 60% or potentially 2 weeks out of the month.

Responsibilities

• Continuously refine the set of existing distributors and rationalize the distributor and representative population.
• Identify and onboard new distributors and representatives to build business.
• Own the Channel Development process, including identifying gaps in coverage by market and geography.
• Identify new target channel partners to fill gaps and collaborate with the sales team on attracting them.
• Develop Thomson and Nook value presentations to attract new channel partners.
• Manage ongoing distribution and representative relationships, including the Mutual Marketing Plans process and Channel Partner Tool Kit.
• Work with the Training Manager to ensure channel partners are trained and certified.
• Determine optimal use of distribution and representative support budget in coordination with Marketing Communications and Regional Sales Directors.
• Manage Key Partner status, marketing, rebates, and FCPA compliance.
• Build positive working relationships with partners to ensure smooth partner services.
• Develop and deploy programs for all sales channels.
• Coordinate with the Marketing Communications team to determine marketing promotional priorities, including trade shows.
• Support alignment of pricing strategy and channel strategy.
• Own and manage the e-commerce channel, including Terms and Conditions and pricing strategy.
• Represent the company in industry associations (e.g., AHTD) and participate in committees where advantageous.

Requirements

• Bachelor’s Degree in Engineering, Technical Field, Marketing, or Business Administration.
• Minimum 5 years’ experience in channel sales working for a manufacturer or distributor.
• Demonstrated interpersonal, leadership, and management skills with a track record of influencing key decision-makers.
• Excellent written, verbal, and presentation skills; ability to develop and present proposals to customers.
• Computer proficiency, including experience with CRM (Salesforce.com) and ERP (Oracle, SAP, or similar).
• Extremely organized with strong attention to detail and the ability to handle multiple projects simultaneously with a sense of urgency.
• Ability to develop complex solutions to meet customer requirements.
• English language proficiency required.

This position is primarily located in an office environment with occasional time spent in manufacturing settings. Restrictions imposed by federal export control laws may limit this job opportunity to candidates who are a "U.S. Person," including U.S. citizens, nationals, permanent residents, individuals granted asylum, and refugees.

Pay

Expected salary: $90,000 - $110,000 annually. The salary range provided reflects base pay compensation for all statewide locations across the United States. Salary is dependent on factors including physical worksite location, candidate's skill set, level of experience, education, and internal peer compensation comparisons.

Benefits

• Medical, Dental, Vision, and Prescription Drug Coverage.
• Spending accounts (HSA, Health Care FSA, and Dependent Care FSA).
• Paid Time Off and Holidays.
• 401k Retirement Plan with Matching Employer Contributions.
• Life and Accidental Death & Dismemberment (AD&D) Insurance.
• Paid Leaves.
• Tuition Assistance.