Channel Manager

Are you eager to take up a leading role within the commercial organization of one of the world's leading companies that develops and manufactures solutions to electrify the world? Then Sensata Technologies is looking for you. We are looking for a colleague who can combine their commercial/technical experience and channel sales skills to strengthen and expand Sensata’s position in the EMEA markets via regional business partners and international distribution networks.

Sensata’s Clean Energy Solutions business offers cutting-edge technologies like Contactors, Fuses & Smart disconnects, Battery Management Systems and Isolation Monitoring devices for applications/end markets like Energy Storage Systems, (light) Electrical Vehicles, DC Chargers, Power Distribution Systems & Battery Packs.

You will be part of the EMEA Clean Energy Solutions (CES) commercial organization and report to the Regional Sales Leader located at our European Business Center in Hengelo (O), The Netherlands. In this key role within the EMEA Commercial team, you will be responsible for the overall business relationship with select regional Sensata distributors, to drive new business development and achieve growth, profitability, and market share objectives. You will be working from a home office in Germany, Netherlands or the UK.

Job Responsibilities:

1. Responsible for selling the company's products or services developing new accounts and/or expanding existing accounts.
2. Primary responsibility may include finding, generating and developing new distribution partners in order to sell the company's products to end-users.
3. Creates awareness and demand for company products.
4. Pursue sales leads.
5. Lead in visits to existing and new customers.
6. Analyze customer needs and suggest appropriate products and services.
7. Respond to customer inquiries; and conclude sales orders to meet established revenue targets.
8. Innovate/create sales skills and knowledge of the organization's products, services, and customers.
9. Perform supplier audits on site at distributor warehouse locations.
10. Identify and implement efficiency opportunities such as distributor dashboards, etc.
11. Initiate regular communication with distributors to mitigate shipment errors and discrepancies.

Experience / Qualifications:

1. A bachelor’s in engineering (preferably mechanical/electrical or electronic), or a business degree with significant experience in a technical environment.
2. Significant sales and marketing experience at a senior level in Business-to-Business key account management in an industrial environment. Distribution sales and management experience will be a strong plus.
3. Experience of working with sensors and industrial automation products is preferable.
4. Exceptional commercial acumen paired with solid operational and technical backgrounds.
5. Ability to convert customer needs into compelling offerings.
6. Holds self and others accountable to achieving goals and standards.
7. Excellent communication (oral, written and presentation), analytical and negotiation skills.
8. Organization, planning and time management skills to achieve results.
9. Strong personal and professional ethical values and integrity.

Responsibilities:

1. Responsible for sales to identified and categorized distribution partners or value-added resellers (VAR). The distribution partners are typically covered under a contract (bringing more formality to expectations between the two companies) and help draw out more the value-added aspects that they will provide (e.g. sales coverage, inventories, services, etc.). These partners take ownership of our products but then resell them to end-customers or OEMs. Channel Sales Professionals are responsible for named (specific) channel accounts that reside within a region or territory.
2. Establish long-term relationships with select distributors, manage contracts, develop business plans, and follow up distribution budgets and targets.
3. Monitor key metrics (Sell-in, sell-out, inventory) and perform analysis to measure and develop distributor action plans and provide regular forecasting.
4. Manage, promote and train distributors across EMEA to grow our revenues and share.
5. Manage New Product Introductions (NPI) and the total product launch process.
6. Provide field training, joint customer visits, local exhibition support to generate new business.
7. Collaborate with product marketing, technical support and customer service teams to coordinate the total supply chain of the Distributors.
8. Collect and share insights on market requirements & competitor activities.

Experience / Qualifications:

1. A bachelor’s or a business degree with significant experience in a technical international environment.
2. Significant sales and marketing experience at a senior level in Business-to-Business key account management in an industrial environment. Distribution sales and management experience will be a strong plus.
3. Experience of working with electromechanical, electronics and software-based products is preferable.
4. Exceptional commercial acumen paired with solid operational and technical backgrounds.
5. Ability to convert customer needs into compelling offerings.
6. Holds self and others accountable to achieving goals and standards.
7. Excellent communication (oral, written and presentation), analytical and negotiation skills.
8. Organization, planning and time management skills to achieve results.
9. Strong personal and professional ethical values and integrity.
10. Fluency in English. Additional German, French and/or Italian language will be a plus.
11. Willing to travel up to 50% of time within Europe.

Smarter Together

1. Collaborating at Sensata means working with some of the world’s most talented people in an enriching environment that is constantly pushing towards the next best thing.
2. Employees work across functions, countries and cultures gaining new perspectives through mutual respect and open communication.
3. As OneSensata, we are working together to make things work together.