Channel Sales Manager
NovantaAbout the role
Build a career powered by innovations that matter! At Novanta, our innovations power technology products that are transforming healthcare and advanced manufacturing—improving productivity, enhancing people’s lives and redefining what’s possible. We create for our global customers engineered components and sub-systems that deliver extreme precision and performance for a range of mission-critical applications—from minimally invasive surgery to robotics to 3D metal printing.
Novanta is one global team with over 26 offices located in The Americas, Europe and Asia-Pacific. Looking for a great place to work? You have found it with a culture that embraces teamwork, collaboration and empowerment. Come explore Novanta.
Summary
The Channel Manager is responsible for managing contracts, pricing, and the overall channel strategy to support and profitably grow Novanta business at assigned and new channel partners. The successful Channel Manager will work closely with our existing channel partners to support training needs and to identify new business growth. In addition, he or she will analyze markets to build and execute a strategy for improving commercial coverage toward accelerated growth. Your top focus is to optimize our channel strategy by evaluating each channel partner and their performance to deliver above target revenue growth.
Primary Responsibilities
Execute channel management sales activities to profitably grow Novanta market share for all Robotics and Automation (R&A) products in the assigned geography
Build strategy for increased commercial coverage to include identifying and ramping up new channel partners and expanding product offerings at existing partners.
Own the relationship at the channel partners and build relationships with the key stakeholders
Develop detailed business plans with each channel partner and execute specific OEM target account plans to drive new business growth
Create a scorecard template to measure existing distributors and to evaluate new channel partners
Conduct quarterly review meetings to ensure that the business plan execution is on track
Collaborate with Product Management & Marketing team to develop leads suitable for channel partners
Deliver effective R&A focused presentations to assist in developing new accounts with the channel partners
Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the channel partner list, including the use of Salesforce to maintain accurate records to maximize potential and track progress of each partner’s business plan
Coordinate product and application training to increase each distributor’s product and application competency
Primary Responsibilities
Execute channel management sales activities to profitably grow Novanta market share for all Robotics and Automation (R&A) products in the assigned geography
Build strategy for increased commercial coverage to include identifying and ramping up new channel partners and expanding product offerings at existing partners.
Own the relationship at the channel partners and build relationships with the key stakeholders
Develop detailed business plans with each channel partner and execute specific OEM target account plans to drive new business growth
Create a scorecard template to measure existing distributors and to evaluate new channel partners
Conduct quarterly review meetings to ensure that the business plan execution is on track
Collaborate with Product Management & Marketing team to develop leads suitable for channel partners
Deliver effective R&A focused presentations to assist in developing new accounts with the channel partners
Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the channel partner list, including the use of Salesforce to maintain accurate records to maximize potential and track progress of each partner’s business plan
Coordinate product and application training to increase each distributor’s product and application competency
Requirements
A technical bachelor’s degree is required
10+ plus years of channel sales experience with technical products
OEM identification and development experience preferred
Proven track record of expanding sales through Channel Partners
Salesforce funnel management compet
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