Business Development Channel Management

FANUC America; Rochester Hills (MI); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

401(k) Retirement Program

Life Insurance

Short-Term & Long-Term Disability

Tuition Reimbursement

Wellness Program

Flexible Spending Accounts

Employee Assistance Program

Generous Holiday & Vacation Program

Job summary

FANUC America seeks a strategic Channel Development Manager to expand and manage the CRX distribution network in North America, driving market share growth and partner performance.

You will recruit and develop Distributors, ASIs, and Device Partners, set performance metrics, and collaborate with Sales, Marketing, Engineering and Product teams to accelerate market penetration.

This role requires strong collaboration, data-driven reviews, and the ability to navigate a capital equipment environment.

Qualifications

• Bachelor’s degree in engineering, Business Administration or related field; or equivalent relevant experience.
• Minimum 5 years of experience with customer interface or selling, preferably in a capital equipment environment.
• Demonstrated experience designing and implementing scalable business processes or growth programs
• Technical competency in automation applications from actual plant experience or formal education.
• Robotic application engineering and robot programming knowledge.

Responsibilities

• Expand FANUC's distribution network through recruitment, development, and retention of high-performing Distributors, ASIs, and Device Partners.
• Increase market share by identifying growth opportunities, expanding market coverage, and driving competitive displacement initiatives.
• Establish and manage partner performance metrics, scorecards, and growth objectives.
• Hold Distributors and Device Partners accountable for sales performance, opportunity generation, market development, technical capability, and customer engagement.
• Conduct regular business reviews including implementing improvement plans for underperforming partners.
• Drive execution of channel growth programs and ensure consistent adoption of FANUC strategies and standards.
• Support channel partners in developing opportunities, growing key accounts, and increasing CRX adoption.
• Collaborate with Sales, Marketing, Engineering, and Product teams to accelerate market penetration and channel effectiveness.
• Monitor competitive activity, industry trends, and market opportunities to support growth initiatives.

Skills

Customer-related skills

Channel sales experience

Strategic partnerships

Market expansion

Education

Bachelor’s degree in engineering, Business Administration or related field

Job description

Job Description

Who You Are

Responsible for expanding and managing the FANUC CRX distribution network to increase market share, drive channel growth, and improve partner performance. This role develops Distributor, Authorized System Integrators (ASI's), and Device Partner capabilities while holding channel partners accountable for achieving sales, marketing, technical, and growth objectives.

Build a high-performing distribution network, hold channel partners accountable for results, and increase FANUC market share through disciplined channel management and market expansion.

How It’s Done

• Expand FANUC's distribution network through recruitment, development, and retention of high-performing Distributors, ASIs, and Device Partners.
• Increase market share by identifying growth opportunities, expanding market coverage, and driving competitive displacement initiatives.
• Establish and manage partner performance metrics, scorecards, and growth objectives.
• Hold Distributors and Device Partners accountable for sales performance, opportunity generation, market development, technical capability, and customer engagement.
• Conduct regular business reviews including implementing improvement plans for underperforming partners.
• Drive execution of channel growth programs and ensure consistent adoption of FANUC strategies and standards.
• Support channel partners in developing opportunities, growing key accounts, and increasing CRX adoption.
• Collaborate with Sales, Marketing, Engineering, and Product teams to accelerate market penetration and channel effectiveness.
• Monitor competitive activity, industry trends, and market opportunities to support growth initiatives.
• Key Performance Measures

Market share growth

• Distributor and Device Partner performance attainment.
• Channel-generated sales and opportunities.
• New partner recruitment and channel coverage expansion.
• Competitive wins and partner conversions.
• Percentage of channel partners achieving established growth objectives.

What You Need

• Bachelor’s degree in engineering, Business Administration or related field; or equivalent relevant experience.
• Minimum 5 years of experience with customer interface or selling, preferably in a capital equipment environment.
• Demonstrated experience designing and implementing scalable business processes or growth programs
• Technical competency in automation applications from actual plant experience or formal education.
• Robotic application engineering and robot programming knowledge.

What Would Be Even Better

• Master’s degree in engineering, Business Administration, or related field.
• 5+ years of experience with customer interface and selling in a capital equipment environment.
• Extensive knowledge of manufacturing processes.
• Experience working with distributor or channel-based sales models preferred
• Fundamental understanding of FANUC product catalog and applications, especially the CRX cobot product line.

It’s Your Move

At FANUC America, we are driven by a deep respect for our people and a commitment to building a workplace dedicated to integrity and excellence. We believe that great careers are built through opportunity, growth, and collaboration—and we’re excited to invite talented individuals like you to explore what’s possible with us.

Joining FANUC means becoming part of a team that values your unique perspective and encourages continuous learning and collaboration. We foster a culture where respect and innovation go hand in hand, and where your contributions help shape the future of automation and robotics.

We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements. In addition, we offer the following benefits to our employees:

• 401(k) Retirement Program
• Life Insurance
• Short-Term & Long-Term Disability Plans
• Tuition Reimbursement
• Wellness Program
• Flexible Spending Accounts
• Employee Assistance Program
• Generous Holiday & Vacation Program

Sponsorship will not be provided for this position

Equal Opportunity Employer, including disabled and veterans.

Posting Location(s)

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