Channel Sales Director

Company Description

Avery Weigh-Tronix is one of the world’s largest manufacturers and suppliers of weighing equipment and solutions. With wholly owned businesses in nine countries, and partners in more than 70 others, we are truly a global player with a range and expertise that is second to none.

With its North American headquarters, R&D and manufacturing base in Minnesota, Avery Weigh-Tronix has a presence across the whole of the United States. Our established network of distributors and dealers undergo extensive product training to provide you with a trustworthy and knowledgeable source for all of your weighing requirements.   

Job Description

Summary:
 

Avery Weigh-Tronix sells our range of industrial weighing and measurement solutions through a network of Channel Partners in the Americas (predominantly USA). In partnership with the Business Unit Manager and wider senior team, the Channel Sales Director plays a critical role in the ongoing development of our business strategy to deliver “above market” growth with quality margin products in targeted territories.

Leading an experienced Commercial and Technical team, the Channel Sales Director is responsible for developing and implementing a channel sales strategy to deliver the strategy in both Long Range Plan and Annual Plan timelines.

The Channel Sales Director will be the senior relationship contact for our priority Channel Partners.

What You Will Do

In collaboration with the Business Unit Manager and wider senior team, take an active role in building a sales channel strategy that delivers a sustainable growth over the longer term

Develop joint business plans with our most valued channel partners that incorporate our business goals as outlined in our Strategic Intent. Develop/communicate mutually beneficial performance expectations and establish key performance indicators that track progress.

Outline sales and co-marketing activities to develop our Value Proposition with preferred Channel Partners which delivers expected pipeline results that drive quality margin growth.

Evolve product sales & service training with Channel Partners to include clear guidelines and standards related to the end customer interaction to ensure a consistent and high-quality delivery aligned to our Strategic Intent. Work with your Sales Technical team to share best practices across the team. 

Collaborate effectively with Marketing as regards market insights, value proposition, sales tools, content and lead generation and tracking.

Actively support our strategy as relates to People Development goals to build and strengthen our Talent pipeline for Avery Weigh-Tronix and the wider ITW business.

Provide effective and clear management of the Sales Technical team and create a positive, motivated atmosphere through appropriate coaching, performance measurement, feedback, recognition, and training. Actively manage succession planning.

Promote an 80/20 mindset at all levels of the Sales Technical team that ensures that our most important Channel Partners and promoted higher margin products receive 80% of our effort.

Establish and effectively communicate our performance expectations to our Sales Technical team and appropriately incentivize and reward our best achievers.

Collaborate with Product Managers to assess, manage, and actively address market, customer, pricing strategy and competitor changes.

Support the Business Unit Manager in Long Range Planning and Annual Plans as appropriate.

Regular face-to-face interaction with our preferred Channel Partners as well as supporting Business Management meetings as necessary.

Any other duties deemed appropriate within the scope of the role and in line with the skills and experience.

Qualifications

What We Are Looking For

Sales Leadership experience in indirect channel sales, preferably B2B Distribution and Value-Added Resellers.

You have a passion for developing and managing successful channel partnerships.

Preferably experience in industrial capital equipment sales through channel partners, selling to OEM integrators and/or direct to large end user customers

Experience in developing and in collaboration with your team, delivering successful sales strategies, negotiating contracts, and managing channel partner relationships.

You will have excellent communication, interpersonal, and leadership skills, and enjoy working in a fast-paced and dynamic environment.

You can work well under pressure to meet targets and deadlines.

A natural team player who is also comfortable working independently and on your own initiative.

An enthusiastic problem solver, being both capable and experienced of taking an analytical approach as well as being proac