Channel Sales Manager


Fully Remote Job

Channel Sales Manager (CSM)

Omron Automation Americas is looking for an energetic and high potential Channel Sales Manager (CSM) to drive both strategic and tactical actions to increase sales of Omron automation products within selected Omron channel partners. Primary focus is to drive Omron product sales growth. To achieve objectives and drive results the CSM must maintain a visible presence in the field, making it a requirement to be physically located in one of the three geographic regions identified below. This is an “in the field’ leadership position that is critical to executing our go-to market strategy.

2 locations/positions: Minnesota/Wisconsin, Toronto/Detroit

Reporting Structure: Direct report to Director of Channel- Americas

Responsibilities:

 

  1. Increase Sales of Omron Products
    1. An active physical presence with our Channel partners. This may entail being co-located in channel partner offices, constant training of partner staff, ride-along customer calls with their Sales staff to provide coaching and product promotion.
    2. Drive the partners to increase the number of product classes sold to existing and new customers with an emphasis on bundled solutions and Omron Sysmac technology.
    3. Sales and Marketing strategy development in collaboration with Omron Regional Sales Manager and Regional Sales Director that will support Key and Target account growth while leveraging the Channel partners’ customer base to develop customers new to Omron.

 

  1. Building and Maintaining Paths to Market
    1. Establish relationships at all levels of priority channel partners in their assigned territory. This includes, but not limited to Principles, Inside & Outside sales, Purchasing and Marketing personnel
    2. Create a collaborative working environment with local Omron Sales Team

 

  1. Regional Channel Partner Engagement
    1. Develop Regional Channel partners while working in collaboration with the local sales management team. Engage local Omron Sales team to support these efforts including the Territory Account Managers, Technical Sales Associates, Product Technologies Sales and Strategic Sales.
    2. Influence Regional channel partners to lead with Omron versus competitive automation vendors.
    3. Develop customized training schedules for both Omron product and tools for the required personnel. Personally conduct when appropriate.
    4. Ensure the appropriate channel partner staff can meet the established requirements for self-sufficiency and product capabilities. Involve Omron resources as needed to achieve compliance.
    5. Regional Channel to market partner types include, but not limited to Tier 1 and 2 partners, Resellers and System Integrators

 

  1. National Channel Partner Engagement
    1. Be the primary Omron contact for driving local sales efforts in collaboration with National partners selected by the Regional Sales Directors.
    2. An active physical presence with our National Channel partners. This may entail being co-located in their offices, constant training of partner staff, ride-along customer calls with their Sales staff to provide coaching and product promotion.
    3. Identify customers to be targeted with associated technologies.
    4. Ensure the appropriate channel partner staff can meet the established requirements for self-sufficiency and product capabilities. Involve Omron resources as needed to achieve compliance.
    5. Develop programs to target specific geographic markets or vertical industries

 

  1. Management of Channel Partners within Assigned Territory
    1. Quarterly Business Review (QBR) planning and execution in collaboration with the Omron Regional Sales manager
      • Business topics may include:
        • Sales Performance by customer and product category
        • Metrics that impact the business relationship
          • Overall staff available to support Omron
          • Trained Staff evaluation, particularly AEs
        • Use of tools, CSC, TSG, standard product sales, bulk buy etc.
      • Financial metrics including Coop earned, stock rebate achievement, Special Pricing and investment in demos.
      • Remove barriers / obstacles for conducting business with Omron.
        • Ensure accuracy and completeness of data related to channel partner staff, contracts, APRs, POS and similar program elements
      • Review of marketing plan and adjust for local Business trends
    2. Continually analyze and assess performance of assigned regional partners. Provide recommendations to senior sales leadership on current performance and recommendations for improvement. Actively expand current channel partners, and recruit potential new regional partners
    3. Enforce adherence to the channel program for both Channel Partner and Omron local sales team. Intervene when conflicts or misalignment occur.
    4. Actively deploy messaging impacting channel partners and / or follow-up to ensure the message is received by the appropriate personnel at the Channel Partner.
    5. Clearly communicate where deficiencies are present and develop a timeline with commitment for countermeasures as appropriate. (Channel Partner and / or Omron)
    6. Actively identify areas for process and policy improvement and work with the Director of Channel to resolve.

 

 

Requirements:

 

  • Bachelor’s Degree in Engineering, Business, Marketing or related field is a must
  • Eight (8) years of experience in sales of industrial automation or similar products.
  • Three (3) years of experience managing distributors or distribution channel preferred.
  • Strong knowledge of Omron tools including OnSet, Navigator, JDE 9.1, OmronNow
  • Ability to work within a matrixed organization by establishing relationships with key influencers within Omron functional groups.
  • As a plus, sales experience with some or all of the following products: Machine Vision Systems, Motion Control (Servos, Drives, Controllers and Motors), PLC/HMI (hardware, software and interfaces), Components (Sensors, Relays and Switches), Safety (Light Curtains, Controllers, Sensors and E-Stops) and Auto ID (Barcode and RFID), Fixed Robots.
  • Must demonstrate strong conflict resolution skills and tact
  • Energetic, aggressive and focused.
  • Strong relationship builder and a strong personal desire to win.
  • Ability to evaluate the financial strength of a business.
  • Good organization skills and ability to complete projects on time.
  • Team player mentality but able to work independently as required.
  • Strong interpersonal, listening, questioning, and communication skills.
  • This is an in the field role. Day or overnight travel up to 75% travel may be required at certain times.

 

The Company:

*******2014-2020 National Best and Brightest Company to Work For!

*******2013-2020 Winner for one of the 75 Best Places to Work in Illinois!

*******2011-2020 Winner for one of the 101 Best and Brightest Companies to Work For in Chicago!

Omron Automation - Americas is a leading global manufacturer of industrial automation products focused on sensing and control technologies. We serve OEM machine builders and end users with a wide range of products that integrate easily into complete automation solutions, offer simple connectivity, and are backed by solid support services. Our extensive product groups which are primarily manufactured overseas include programmable controllers, robotics, servo motors and drives, operator interfaces, temperature controllers, sensors, inspection and machine vision systems, RFID track and trace systems, safety devices, and software.

Omron Automation -- Americas, headquartered in Hoffman Estates, Illinois, is the Americas industrial automation subsidiary of Omron Corporation, a $8 billion global technology company celebrating more than 80 years of success. Led by a management team where each member has 20+ years of experience in Industrial Automation, we are a midsize firm with a corporate culture of challenge, ethics and innovation. As we strive to grow the company and our market share, this position offers the potential to make a solid impact on the organization.

Omron's corporate core value of "working for the benefit of society" applies to our unique technical competencies in the areas of industrial automation, safety, security, environmental protection and healthcare in pursuit of a brighter future for all. As a corporate citizen that has long recognized and encouraged the importance of giving back to local communities and helping those less fortunate, Omron has demonstrated this over the years by designing a manufacturing facility which employs the disabled, making donations to aide those impacted by natural disasters, and sponsoring an annual Founders Day in which employees volunteer in the local communities across the globe

Our Commitment to Employees:

  • Company Culture defined as a fast paced, multi-tasking, team focused empowerment of employees, creative, innovative and open communication type organization.
  • Training and Career Development Program to give employees a learning path with the necessary tools and resources they need to help build their career at Omron.
  • Great financial opportunities with competitive compensation, immediate 401k or RRSP match, profit sharing, and Blue Cross Blue Shield (US), Sunlife (Canada) for medical, dental, vision and prescription drug benefits.
  • Community Awareness that includes activities with local non-profit organizations and a Matching Gift Program.
  • Work-Life Balance with Flexible Work Arrangements, Flexible Work Hours, and Sick/Vacation/Holiday Pay.
  • Wellness Activities such as Walking Contests, Nutritional Learning Sessions, On Site Flu shots and Health Screenings.

   Omron Automation- Americas is an equal opportunity employer.

 

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