Channel Sales Manager - South

Job description

MAIN RESPONSIBILITIES

· Responsible for managing the sale of the organization's products or services on a national geographic basis through multiple channels where specific incumbents are not responsible for managing specific channels. The incumbent's level may be determined by the size of the geographic area of responsibility (e.g., region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors.

· Responsibility includes finding, generating and developing new channel partners in order to sell the company's products to end-users.

· Accurate Sales Forecasting during the FY by Monitoring & analyzing sales volumes, pipeline activity, competitive activity and develops strategies to minimize negative trends.

· Responsible for development and execution of sales campaigns.

· Monitor and enforce activities such as joint sales calls, sales training, product training, cooperative pipeline management and other ongoing activities designed to gain and maintain channel's mind-share.

· Improve sales effectiveness across partners by efficiently executing the Channel Management and Development programs run by global team.

· Responsible for new account development and/or expanding existing accounts within the distribution or retail sales channel.

· Creates awareness and demand for company products.

· Customers may be geographic or named accounts. Individuals may have their own accounts or work on a team.

· Ensure success of the whole of Eurotherm business by providing support and collaboration with other operations and functions for the overall benefit of the company. This especially includes supporting and working closely with Delivery, Logistics and other associated functions.

· Contribute as a member of the local management team to determine the company's overall business strategy.

· Direct, plan and prioritise the use of TSC resources to achieve the optimum utilisation and profitability whilst continually assessing performance to identify and implement improvement actions in concert with other functions.

· Manage, lead and motivate staff to achieve excellence within their roles providing relevant coaching and mentoring. Ensure measurable objectives are established with all project operations staff with regular monitoring of performance. Also responsible in accordance with HR policy for performance/salary reviews for personnel within the Engineering group.

· Perform any other reasonable tasks in accordance with instructions as maybe requested by management.

COMPETENCIES AND KEY METRICS

· Strong business and technical mindset.

· Proven track record in managing Channel Partners.

· Good team player and communicator, able to manage and motivate.

· Commercial awareness in assessing financial and contractual viability of potential work.

· Organised methodical approach, able to work effectively in occasionally intense environment.

· Inspires confidence, credibility and trust.

· Builds good relationships with external and internal customers.

· Uses experience to reduce exposure to technical risk on contracts.

· Drive for results.

· Innovate & champion change.

· Foster open communication.

· Foster teamwork.

· Display organisational awareness.

· Analyse issues.

· Establish plans.

· Manage execution.

· Exhibit technical/functional expertise.

· Know the business.

· Act with integrity.

· Display adaptability.

· Demonstrate interest in others.

The Primary KPIs for this role are:

· Meet or exceed AOP Sales targets and other financial KPIs

SKILLS, KNOWLEDGE AND EXPERIENCE

Skills –

- Must be team and task oriented but capable of logical and original thought with the ability to react coolly under stress.

- Technical competence and familiarity with personal computers and software.

- Experienced and capable individual who is self motivated, articulate, and decisive with strong management/leadership/business skills.

Knowledge - General

- Control systems, their design and implementation.

- Project management methodologies.

- Good applications knowledge

- Good knowledge of business requirements.

Knowledge - Specific

- Proven experience in managing and developing Channel Partners

- Good applications knowledge on heat treatment, life science and glass industry applications

- Proven direct sales skills

Experience -

- Minimum 5 years in the process control industry with at least 1 year's proven experience in Channel management.

Desired profile

Qualifications :

QUALIFICATIONS


·  University Degree in Engineering or a related field.

OTHER REQUIREMENTS

·  Must be prepared to travel widely and work unsociable hours if necessary.
·  Demonstrate commitment to work and confidence that Eurotherm can become a leader in the Solutions market.