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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 competency
Effective time management and organizational skills
Excellent communication, data analysis and presentation skills
Proven ability to negotiate contracts and pricing agreements
Motion Control and Robotic Industry experience is recommended
Ability to analyze sales data to determine appropriate actions to improve account positioning
Results driven with ability to manage multiple priorities with highly effective follow-up skills
Travel requirements
Requires 50%+ travel
Physical Requirements
None
Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.
Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.
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