Channel Sales Manager

**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. This is an “in the field’ leadership position that is critical to executing our go to market strategy.

**Locations**:México.

**Reporting Structure**: Channel General Manager OAA

**Responsibilities**:

- Increase Sales of Omron Products
- 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.
- 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.
- 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.
- Building and Maintaining Paths to Market
- 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
- Create a collaborative working environment with local Omron Sales Team
- Regional Channel Partner Engagement
- 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.
- Influence Regional channel partners to lead with Omron versus competitive automation vendors.
- Develop customized training schedules for both Omron product and tools for the required personnel. Personally conduct when appropriate.
- 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.
- Regional Channel to market partner types include, but not limited to Tier 1 and 2 partners, Resellers and System Integrators
- National Channel Partner Engagement
- Be the primary Omron contact for driving local sales efforts in collaboration with National partners selected by the Regional Sales Directors.
- 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.
- Identify customers to be targeted with associated technologies.
- 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.
- Develop programs to target specific geographic markets or vertical industries
- Management of Channel Partners within Assigned Territory
- 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
- 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
- Enforce adherence to the channel program for both Channel Partner and Omron local sales team. Intervene when conflicts or misalignment occur.
- Actively deploy messaging impacting channel partners and / or follow-up to ensure the message is received by the appropriate personnel at the Channel Partner.
- Clearly communicate where deficiencies are present and develop a timeline with commitment for countermeasures as appropriate. (Channel Partner and / or Omron)
- Actively identify areas for process and policy improvement and work with the Director of Channel to resolve.

**Requirements**:

- Bachelor’s Degree in Enginee