Channel Manager - Industrial Automation

ZipRecruiter; Kansas City (MO); Remote; USD 90,000 - 138,000; Full time

Job summary

A leading global provider of intelligent sensors seeks a remote sales manager to enhance market share through distributor relationships. The role involves strategic planning, customer engagement, and sales management. Ideal candidates have a technical degree and strong sales experience.

Benefits

17 PTO days

Medical, vision, dental insurance

401k

Qualifications

• Prior experience in sales of high-tech industrial control products.
• Ability to travel approximately 40% of the time.

Responsibilities

• Manage and grow sales through authorized distributors.
• Develop distribution business plans and monitor performance.
• Build customer relationships and provide tailored solutions.

Skills

Sales Management

Communication

Interpersonal Skills

Education

Bachelor’s degree in a technical field

Job description

Job Description

***This is a remote, field-based sales position. The ideal candidate will work out of their home office and conduct regular business travel as needed.

ABOUT SICK:

SICK is a leading global provider of intelligent sensors, systems, and services for automation applications. With more than 1,000 patents, innovation and technology are at its core. This focus on innovation and “Sensor Intelligence” has enabled SICK to develop products for every phase of production across various industries, including automotive, packaging, electronics, food & beverage, consumer goods, storage and conveyor, robotics, intralogistics, mobile outdoor automation, and more. Additionally, SICK’s emphasis on Sensor Intelligence helps make Industry 4.0, or the Industrial Internet of Things, a reality for its customers.

COMPENSATION & BENEFITS:

Our base salary is part of our total compensation package and is determined within a range. The starting base salary range for this position is listed below. The actual starting salary will depend on experience, skill set, education, performance, licenses/certifications, business needs, and other legal factors.

Starting Base Annual Salary Range:

$90,910 - $137,500

Bonus Eligibility:

This role is eligible for variable sales commissions based on company and individual performance.

Benefits:

SICK offers a comprehensive and competitive benefits package, including 17 PTO days, medical, vision, dental insurance, life benefits, 401k, and more. Click here to learn more about our benefits!

POSITION SUMMARY:

This position is primarily responsible for managing, supporting, and growing SICK sales through authorized distributors within their region. This includes serving as the main field liaison with distributors and their customers to increase sales and market share for SICK.

RESPONSIBILITIES:

1. Develop and manage distribution business plans for the region. Act as the main liaison between SICK distributors and their customers to boost sales and market share.
2. Lead and coach teams to execute growth strategies and mid-term plans. Foster collaboration between account teams and distributors for coordinated sales efforts.
3. Guide distributors in adopting new SICK products, solutions, systems, and services. Set and pursue aggressive growth goals for new product launches.
4. Monitor distributor performance against business plans, ensure goals are achieved, provide training, and oversee marketing fund allocation. Offer feedback and determine next steps for ongoing relationships and growth.
5. Implement and coach colleagues and partners on SICK’s standardized sales processes for territory, account, opportunity, and call management.
6. Promote the use of CRM for all business activities.
7. Manage leads and ensure timely follow-up.
8. Build customer relationships by understanding their business needs and production applications. Use consultative sales techniques to uncover needs and provide tailored solutions that enhance quality control and efficiency.
9. Deliver excellent customer service through effective communication and relationship management with key accounts.
10. Identify and qualify business opportunities and threats, understanding account potential, competition, and market position.
11. Conduct market analysis for prospecting new distributor relationships, review contracts, and facilitate smooth transitions.
12. Strive for sales excellence by developing skills and knowledge, completing performance objectives, and seeking growth opportunities.
13. Provide accurate sales reports and track results.
14. Stay informed about market and competitor activities and recommend strategic responses.
15. Support sales functions such as overseeing trials, samples, and pricing requests, challenging programs as needed.
16. Coordinate regional trainings, meetings, trade shows, and logistics planning.
17. Participate in trade shows and deliver marketing and sales presentations.
18. Perform other duties as assigned.

QUALIFICATIONS:

Education and Experience

• Bachelor’s degree in a technical field or equivalent experience in technical sales.
• Prior experience in sales of high-tech industrial control products, either directly or via distribution channels.

Other Qualifications

• Ability to travel approximately 40% of the time.
• Ability to provide objective input on distributor accounts and sales channels.
• Strong sales management skills and ability to implement account plans.
• Leadership capabilities in sales management and opportunity assessment.
• Excellent communication and interpersonal skills.
• Willingness to work beyond traditional hours as needed.
• Legal authorization to work in the U.S.
• Ability to work in a general office environment.

CORE COMPETENCIES:

Ethics and Integrity, Personal Growth and Learning, Customer Focus, Personal Accountability, Building Effective Relationships.

If you thrive in a fast-paced, team-oriented environment with growth opportunities, we encourage you to apply. Visit www.sick.com to learn more. SICK is an equal opportunity employer and considers all qualified applicants without regard to race, color, religion, sex, national origin, age, disability, or protected veteran status. Affirmative Action (AA)/Equal Opportunity Employer (EOE) M/F/D/V