If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.
With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.
POSITION SUMMARY
The Channel Manager, Distribution is responsible for owning, developing and growing distributor partnerships. The role will work cross functionally with inside sales, product management, and marketing to develop and execute key channel growth programs, training and support for new and existing distributors with the goal to effectively deliver our value proposition and grow our product footprint within their defined territory and segment. The Channel Manager, Distribution will be held accountable for distributor account based sales growth on a monthly, quarterly, and annual basis. The qualified candidate must be passionate about customer intimacy, communication, and responsiveness.
ESSENTIAL DUTIES AND RESPONSIBILITIES
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Sets & executes the vision, strategy and tactical focus for our distributors and ultimately, owns the revenue success of this channel.
- Issues, executes and manages distributor contracts to ensure contractual relationships are current, specifically as it relates to territory, products, pricing, discount structure, and goal setting.
- Manages current product sales, while identifying and driving incremental sales of the products offered to distributor customers.
- Ensures proper distributor coverage for identified territories and segments by assessing existing distributor effectiveness or identifying new distributors for target region or segment.
- Collaborates with product management, marketing, and inside sales to ensure distributors are current on products, applications, and pricing through training and updated collateral.
- Develops and manages channel growth programs to incentivize distributors to focus on Airtech products for sustained growth.
- Reviews distributor sales performance continuously through monthly sales report analysis and CRM. Drives action plans where necessary to maintain and grow sales.
- Develops and implements distributor scorecard for formal evaluation of performance by distributor and Airtech for on-going learning and improvement.
- Servies as main point of contact for distributors and coordinates with the factory on necessary support.
- Manages difficult or emotional distributor situations with skill and tact while increasing the distributors’ confidence in Airtech products.
- Additional projects and duties as necessary.
QUALIFICATIONS:
1. Integrity, trust, and interpersonal savvy
2. Owner’s Mindset - Customer oriented with an entrepreneurial spirit of supporting customers.
3. Commercial Skills - Ability to build partnerships with Distributors.
4. Technical Affinity – Ability to provide technical insight into Airtech product line and solutions offerings; familiarity with a variety of the field's concepts, practices, and procedures.
5. Developed presentation skills – Ability to interact with people at all levels and functions inside and outside the company.
6. Agility - Ability to perform on a strategic and tactical level.
7. Communication Skills - Must have strong interpersonal and customer relations skills as well as excellent written and verbal communication skills.
8. Teaming – Works effectively in a team environment; both with internal and external stakeholders
9. Organization – Ability to self-manage schedule, distributor priorities, and travel to effectively support customer accounts and factory information needs. 10. Computer efficiency – Highly proficient in MS Office and CRM.
11. Ability to travel up to 50%.
EDUCATION and/or EXPERIENCE
1. Bachelor’s Degree, preferably in a technical field (engineering, science) or a combination of education and equivalent work experience working with industrial technical products; engineered equipment in Business to Business relationships.
2. 5+ years of technical sales/applications, regional sales, business development, and / or key account management experience, preferably with an industrial manufacturing organization
PHYSICAL DEMANDS: The physical demands described here are represented of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing duties of the job, employee is required to move around and be still; use hands to handle objects, tools, or controls; reach with hands and arms; talk and hear.
- Employee will occasionally lift average of 30 lbs.
- Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Office working environment with occasional visits to customer factories.
- Required to wear safety glasses and utilize other safety equipment as required while present on the shop floor.
Airtech is an equal opportunity employer M/F/D/V
Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
IDEX is an Equal Opportunity Employer and Affirmative Action Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).
Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at lfcareers@idexcorp.com for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.
About the Role