Channel Sales Manager - Factory Automation (m/f/d) - CEE & Turkey (Remote)

Shanghai BSF Human Resources Co., Ltd; Stuttgart; On-site; EUR 55,000 - 90,000; Full time

Job summary

Shanghai BSF Human Resources Co., Ltd is recruiting on behalf of a fast-growing industrial automation solution provider focused on servo systems, PLCs, HMIs, and integrated motion control. The role strengthens local channel development and builds a stable distributor network in the Stuttgart region.

You will liaise between global HQ and regional partners, drive sales growth, and support market expansion across Central Europe, requiring travel and ability to work in a multicultural environment.

Qualifications

• Bachelor's degree in Automation, Mechanical/Electrical Engineering, Business, or related field.
• 3–5+ years of proven channel sales experience in industrial automation.
• Experience developing distributor ecosystems in growth regions (CEE and Turkey).
• Basic technical understanding of PLCs, HMIs, and drives; able to communicate technically with distributors.

Responsibilities

• Identify and evaluate automation distributors across Europe, including Poland, Romania, Hungary, Czech Republic, Bulgaria, Serbia, Greece, and Turkey.
• Provide channel enablement, including product introductions and technical training for distributor engineers; support early-stage projects.
• Drive business development with distributors, form joint sales plans, and support local marketing activities.
• Implement partner performance management, conduct reviews, assist with pipelines, pricing, and competitive positioning.
• Collect market feedback and report to global HQ on local needs and certifications.

Skills

Channel sales

Industrial automation

English fluency

Education

Bachelor's degree in Automation/Mechanical/Electrical Engineering or Business

Job description

Job brief

Our client is a fast-growing leading industrial automation solution provider, renowned for its cutting-edge servo systems, reliable PLCs, intuitive HMIs, and integrated motion control solutions. Backed by robust R&D investment and consistent market expansion momentum, it has built a growing global footprint with overseas branches across major markets, earning trust worldwide through technical innovation, durable products, and cost-effectiveness.

This role is recruited to strengthen the clients local channel development capabilities and product penetration. As the core link between global headquarters and regional partners, it will build a stable distributor network, drive sales growth, and lay a solid foundation for the clients business expansion in the region.

Responsibilities

• Identify and evaluate potential automation distributors across Poland, Romania, Hungary, Czech Republic, Bulgaria, Serbia, Greece, and Turkey, focusing on partners that serve machine builders, panel manufacturers, and system integrators.
• Provide comprehensive channel enablement support, including conducting product introduction sessions and technical training for distributor engineers, supporting partners in early-stage customer projects, proof-of-concept testing, and demo applications, and guiding them to establish sustainable technical support capabilities.
• Drive business development and market expansion by jointly formulating sales plans and target lists with distributors to accelerate product adoption, supporting local marketing activities such as trade shows, customer workshops, and on-site seminars, and building strong relationships with local key decision-makers and technical influencers.
• Implement effective partner performance management, including conducting regular business reviews, following up on sales pipelines to ensure KPIs are met, and assisting partners in handling large-scale opportunities, making pricing decisions, and enhancing competitive positioning in the market.
• Collect and analyze local market information, provide clear and structured feedback to the global headquarters on local market needs, such as product special features, multilingual translations, necessary certifications, and documentation requirements, to support global product planning and strategy adjustment.

Requirements

• Hold a Bachelors degree in Automation, Mechanical/Electrical Engineering, Business, or a related field, with 3-5+ years of proven experience in channel sales within the industrial automation industry, such as drives, PLC/HMI, robotics, or industrial machinery supply chain.
• Possess practical experience in developing distributor ecosystems, with a deep understanding of the market characteristics of growth regions, especially in CEE and Turkey, and a track record of building effective channel partnerships.
• Have a basic technical understanding of industrial automation products (such as PLC, HMI, drives), with the ability to communicate technical information accurately with distributors and provide preliminary technical support for partner projects.
• Be fluent in English (both written and spoken).
• Willing to travel extensively, with the ability to develop new markets from scratch, work independently, and adapt to fast-paced and multicultural work environments.