Position summary
the regional distribution manager (rdm) facilitates the relationship with all members of channel within a sales region (mexico). They are responsible for close alignment between meau and our channel partners. The rdm will focus on the identification and implementation of channel initiatives, as well as the execution of distribution action plans in support of meau's strategic objectives. Collaborate with all departments at meau including senior sales management, regional sales, product marketing and technical support group to promote sales growth with channel management, inside & outside sales, and operations.
position duties and responsibilities
essential functions
* work closely with regional distributor sales, sales management, and operations to ensure adoption and execution of activities deemed key to mutual success (use scorecard as guide)
* assist sales with identification and implementation of regional distribution sales strategies.
* develop and implement aggressive distributor sales plans (dsp) with channel partners
* target a minimum baseline sales growth of 15%-20% year over year through distribution (organic growth outside of strategic/project sales)
* focus distributors on expansion of sales at existing key accounts
* focus distributors to capture new target accounts
* collaborate with rsm to direct sales engineers (ses) with the assignment of channel target accounts
* in coordination with marketing and regional management, formulate and execute sales campaigns that align with company growth initiatives, target industries and principal battlefields.
* asist with regional marketing activities including trade shows, co-marketing collateral, lunch and learns, training, product updates, etc.
* manage distributor pricing agreements (dpas) and negotiation of special pricing.
* manage and monitor corrective action plans for underperforming distributors.
* coordinate with meau ses to ensure coverage of high-potential dsp targets.
* oversee the achievement of established sales targets for both new business and existing accounts.
* monitor the marketplace for continuous improvement and potential upgrade of sales channel, as well as expansion into unsupported markets to help position meau for future sales growth.
* support the development of target accounts keeping focus on specific, targeted vertical markets or industries.
* manage relationships with distributors and their key and target accounts.
* manage competitive pricing issues through the crm quote approval process.
* direct distributors to increase sales by promoting the value of meau products and solutions.
* conduct dsp monthly and distributor scorecard quarterly reviews as directed by management.
* conduct channel sales training as directed in the region.
* document activities in crm and complete monthly reports as required by management.
* participate in monthly and annual business forecasts to show projected sales vs. quota.
* attain quarterly and yearly sales goals as established by management.
* attend to all administrative work including (but not limited to): reports development, spreadsheets, presentations, obtaining marketing tools, printing/copying, filing and keeping their own agenda.
* perform other job functions as assigned.
supervisory / managerial responsibilities
* none
travel requirements
* up to 60% travel based on customer demand, primarily with mexico.
essential education, skills and experience
* bs in an engineering discipline: i.e.; electrical, mechanical or equivalent experience.
* 7+ years' experience in sales and channel management
* 7+ years sales experience in the automation industry (servo/motion, plc/hmi, vfd)
* strong sales management skills
* excellent people and relationship building skills
* proven track record of consistent sales and profitability growth
* strong work ethic (leads by example)
* computer proficiency – (crm, microsoft word, excel, powerpoint, map point, and outlook)
benefical education, skills and experience
* consultative selling skills (wilson csp methodology or similar disciplined selling process
* channel management training