Business Development Channel Management

fanuc; Rochester Hills (MI); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Medical, Dental & Vision Insurance

401(k) Retirement Program

Life Insurance

Tuition Reimbursement

Wellness Program

Flexible Spending Accounts

Employee Assistance Program

Flexible Benefit Dollars

Generous Holiday & Vacation Program

Job summary

FANUC America is seeking a strategic distribution and channel leader to grow the CRX ecosystem in the United States. You will recruit, develop, and manage Distributors, Authorized System Integrators (ASI's), and Device Partners while holding partners accountable for sales, marketing, and technical objectives.

You will build a high-performance network, drive market expansion, and establish partner metrics and growth plans.

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

Channel sales

Partner management

Strategic growth

Sales analytics

Education

Bachelor's degree in engineering or related field

Tools

CRM software

ERP systems

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.

Its 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:

• Medical, Dental & Vision Insurance


• 401(k) Retirement Program


• Life Insurance


• Short-Term & Long-Term Disability Plans


• Tuition Reimbursement


• Wellness Program


• Flexible Spending Accounts


• Employee Assistance Program


• Flexible Benefit Dollars


• Generous Holiday & Vacation Program

Sponsorship will not be provided for this position

Equal Opportunity Employer, including disabled and veterans.