Channel Sales Manager

Location: 
Remote , KY

Brand:   Brooks Automation

REQ ID:   R7583

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Overview

About Us 

Brooks Automation’s Precise Collaborative Robotics division produces the world’s first inherently safe family of industrial collaborative robots (Cobots) specially designed to operate safely next to people in a wide range of manufacturing, production and research environments.  Our team includes robot industry pioneers who have consistently invented and implemented new automation concepts to increase productivity and profitability in manufacturing.  Our people are as unique as our products and we all share a passion for robotics with a desire to transform manufacturing.

I. GENERAL SUMMARY & OVERALL CHALLENGES


The Channel Sales Manager is responsible for driving partnership and business growth with distributors and Systems Integrators world wide.  Job scope includes managing channel performance to achieve annual sales targets, developing trust and strong partnership with the channel to ensure sustainable long term growth and executing the channel strategy with the support of Country Leaders and the Channel Development team.

Success will be measured in revenues; bookings and profitability; developing a strong, structured and disciplined approach in managing the channel; building a solid world-wide growth plan; ensuring improvement in customer satisfaction per the regional and country targets and positively contributing to employee engagement based on the strategic business unit targets.


II. KEY RESPONSIBILITIES

• Manage Channel business performance to achieve annual sales targets

• Deploy standard work, Channel Management Process (CMP) for partners.

• Monitor revenue, bookings, backlog, unit volumes for all products across channel sales targets

• Develop overall financial and legal acumen related to channel businesses which includes understanding of distributor contracts, P&L’s and financial & organizational structures.

• Deploy containment and risk mitigation actions to enable each partner to achieve targets

• Evaluate distributor sales pipeline sufficiency and deploy demand generation actions as needed

• Evaluate system integrator business model and technical capabilities as needed

• Align distributor inventory levels for spare parts and product to align with their sales target

• Monitor and update partner database in Salesforce

• Coordinate special/complex opportunities and special price requests with regional leadership

• Address any service, logistic, warranty, or credit issues with corresponding teams

• Develop partner capability for sustainable long term growth

• Define partner strategy aligned with market potential in collaboration with partner leadership / owner’s

• Define and support business and partner development activities (trade shows, databases, mailing campaigns)

III. REQUIREMENTS FOR THIS POSITION


a) Professional Experience
        • Minimum 5 years proven sales experience in robotics or automation industry
b) Education
        • University Degree, preferred Engineering or Computer Science (ME, EE, CSEE)
c) Language / Communication Skills
        • English fluency; effective oral and written skills; ability to synthesize and present presentations                     from C level to factory floor in small to large groups
d) Travel (required estimated % of time)
        • A minimum of 60% meeting customers and building the channel in the field


 

IV. PERSONAL TRAIT PROFILE


- Self-motivated

- Goal oriented, results driven

- Strategic thinker
- Detail oriented; process driven
- Proven sales performer
- Team building skills
- Ability to persuasively lead without authority
- Advanced presentation skills
- Maturity and business acumen to manage senior level/”C-Suite” relationships
- Excellent interpersonal and communication skills
- Professional time management and organization skills
- Analytical skills with intermediate level Excel and PowerPoint skills

V. KEY RELATIONSHIPS


a) Internal
        • Reports directly to Director of Sales
        • Direct Reports include:
          No direct reports currently – may add incremental Distribution Representative(s)
        • Must align with all departments within the organization including Sales, Operations, R&D,                             Finance and Manufacturing
b) External
        • Create, nurture, and maintain relationships with key stakeholders within integration channel                           partners and OEM target customers.

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