[OEE] Account Manager Distribution

Omron Industrial Automation Europe; Milton Keynes; On-site; GBP 42,000 - 66,000; Full time

Job summary

Omron Industrial Automation Europe in the UK seeks an Account Manager – Distribution to drive revenue through our distributor channel across the Peterborough to Kings Lynn region. You will build annual sales plans with distributors, conduct joint visits, and deliver training and support to distributor teams, while expanding in-house share and introducing new product lines.

You will need a degree or equivalent in electrical/electronic engineering or related field, with proven distributor

Qualifications

• Experience in automation distribution channels and channel strategies.
• Understanding distribution cost structures, stock rotation, payment terms and margins.
• Proven ability to manage multiple distributors and deliver growth.

Responsibilities

• Achieve sales targets & KPI's as set by the Distribution Manager.
• Produce, agree, and execute annual sales plans with Distributors, identifying key areas for growth.
• Facilitate regular joint sales visits and promotional activities with Distributors.
• Assist Distributors with customer proposals, product demonstrations and pricing support.
• Co-ordinate all Distribution support and training activities, including use of the Field Application Engineers.
• Grow inhouse share within the Distributor, aiming to become the dominant supplier.
• Introduce new product lines and services to the Distributors and their customers.
• Build in-house share at the Distributors customers through proactive joint sales activities.
• Implement and support annual Distribution marketing plans, sales campaigns, and promotions.

Skills

Distribution channel knowledge

Distributor management

Sales planning

Negotiation skills

Commercial & technical capability

Reporting & documentation

Education

Degree / HNC or apprenticeship in electrical / electronic engineering or equivalent

Job description

Role context:

Extensive travel required throughout assigned region - Peterborough / Kings Lynne area of the UK.

Purpose of the job:

Proactively drive sales within Omron’s distribution channel within the region, maximising revenue opportunities with our Strategic Partners. The focus is on demand creation and new business generation.

Organisational context

Grow Omron’s Distribution business in the Peterborough / Kings Lynne area of the UK by increasing year-on-year billings and overall profitability.

• Achieve sales targets & KPI's as set by the Distribution Manager.
• Produce, agree, and execute annual sales plans with Distributors, identifying key areas for growth.
• Facilitate regular joint sales visits and promotional activities, working closely with the Distributors to identify, win and develop new Omron customers through their channel.
• Assist the Distributors with customer proposals, product demonstrations and pricing support.
• Co-ordinate all Distribution support and training activities, including use of the Field Application Engineers.

Grow inhouse share within the Distributor, with the aim of becoming the dominant supplier to them in all product areas.

• Introduce new product lines and services to the Distributors and their customers.
• Continuously seek to convert the Distributors competing franchise lines to Omron.
• Build in-house share at the Distributors customers through proactive joint sales activities.
• Implement and support annual Distribution marketing plans, sales campaigns, and promotions.

Maximise Omron’s Strategic Distributor relationships, progressively optimising their capabilities.

• Build and develop mutually beneficial working relationships with the Distributors, at all levels.
• Work closely with the Distributors’ sales teams to educate them on Omron’s product portfolio and complimentary services.
• Assist with marketing activities such as tradeshows, campaigns, and other promotional activities.
• Address Distributor related issues, sales conflicts, and pricing issues in a timely manner.

Potentially manage and grow a selection of direct Omron accounts.

• Consistently achieves revenue, growth, and profitability targets.
• Builds trusted relationships with customers, distributors, OEMs, system integrators, and key decision-makers.
• Understands market trends, competitive landscape, and customer needs to develop effective growth strategies.
• Demonstrated leadership, communication, and cross-functional collaboration capabilities.

Manage sales area pipeline and reporting.

• Manage sales area pipeline, generating a set number/value of new opportunities per month, forecast monthly sales and regularly review Distributor sales plans.
• Provide feedback to Management on the success of sales promotions, initiatives, and overall business development with the Distributors.
• Record all required data onto the company CRM system, within stated timescales.

Typical KPI's:

• Achievement of Regional Distribution Target
• Achievement of Strategic Partner Growth Target
• Sales & Activity Plan Implementation
• Value of In-house Share Growth
• Target Number of Activities

Accountability:

Self-reliance

• Build and maintains knowledge of business area.
• Takes ownership of issues/problems.
• Identifies solutions.
• Initiates action to resolve.

Knows who the key customers of the distributors are within the area. Can be relied upon to solve opportunities and resolve customers issues.

Results Driven

• Focused on profit/revenue maximisation and achieving agreed standards and targets.

Understands their targets and has actions in place to achieve them.

Decision Making Ability

• Identify knowledge or support required to reach individual decisions.
• Take appropriate action to achieve the best possible outcome in each case.

Knows what they can do within their own network to achieve solutions. Has the ability to see personal development areas.

• Displays the ability to negotiate as an equal business partner within business relationships.

Can see when it is worth pursuing business and when to say no. Is capably of calculating margins and discounts. Can use excel to a proficient level, calculations, percentages, sorting, pivot etc.

Team Orientation

• Supportive of company objectives.
• Able to see the "bigger picture".
• Work with colleagues to ensure cross functional integration and execution of business strategy.

Is able to see the importance of other areas of the business and create a team to support the distributor and customer to solve opportunities.

Educational requirements:

• Degree / HNC or recognised apprenticeship in electrical / electronic engineering or equivalent.

Experience requirements:

• Knowledge of distribution channel strategies and the varying routes-to-market.
• Managed multiple distributors concurrently.
• Understand distribution business processes including logistic costs, transaction costs, stock rotation, payment terms, margins etc.
• Experience selling within the Automation industry (incl. OEM’s, End Users, Panel Builders).

Skills:

• Demonstrate a mixture of commercial and technical skills.
• Self-motivated, ambitious, pro-active and tenacious, with the capability of achieving challenging targets.
• Capable of working both independently and as part of the national team, contributing to the overall success of the company’s sales effort.
• Good reporting and documentation skills.
• Self-motivated.
• Able to demonstrate products to customers and find opportunities for Omron products

¹ criterion is an indication and reflects a fully qualified and/or experienced job holder that is able to master the job in the full extent of the described accountabilities. This is based on an educational degree and/ or a continuous (average) personal development and professional growth.

This Job Profile is a guide to the role of Account Manager Distribution. It is not an exhaustive list of the duties and responsibilities and may be altered from time to time to meet changing business circumstances.