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Title:               Channel Sales Manager

Division:          Sales

Location:         Aerotech China

Reports to:      China Director

Hours:             9:00 am – 6:00 pm, Monday – Friday; additional hours as needed

Position Summary

Plans, controls and directs the activities of channel partners (may consist of manufacturing representatives, trading companies or system integrators). Focus on R&D business, the region of coverage for this position will be China.

Essential Functions

• Mentor and manage assigned partners in projects, provide excellent technical solutions and pre-sale technical supporting
• Secures orders for company products and services required to meet the established forecast and sales goals for the assigned Channels and system integrators.
• Mentor the assigned partners to ensure compliance with the Aerotech sales process
• Accurately maintains the Aerotech CRM
• Assist in developing sales strategies for large accounts/opportunities with assigned partners
• Conduct forecast and pipeline calls with partners in biweekly
• Runs monthly sales meetings to review pipeline, forecasts, and progress on goals with China Director
• Works with partners to develop monthly and annual forecasts while maintaining a high level of accuracy in the monthly forecast and pipeline
• Meet regularly, face-to-face, with partners to observe and review performance
• Proactively recruit new qualifying partners per assigned sales plan
• Executes and ensures compliance of channel partner agreements
• Prepares quotations and proposals for delivery to partners
• Coordinates product and sales training to a team of partners; may deliver training personally or utilize subject matter experts to deliver

Additional Duties

• Conducts face-to-face selling visits either with the partners or directly when applicable
• Writes trip reports for visits in CRM, as required
• Assists in the preparation of, and participates in trade shows and formal product demonstrations for selected customers and industries
• Acts as a liaison presale between the partner or the customer and the inside sales/applications staff when higher levels of technical support are
• May establish pricing for quotes, on a case by case basis
• Resolves customer problems either directly or through channel partner as needed
• Participates in and coordinates demonstrations (lunch and learns), field trials (beta testing), market studies and campaigns
• Identifies market and competitor trends and communicates these to product management/business intelligence team
• As assigned

Knowledge, Skills, and Abilities

• Strong interpersonal skills; able to motivate, coach and mentor partners
• Advanced sales skills and knowledge
• Skilled at defining problems, collecting data, establishing facts, and drawing valid conclusions
• Able to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables
• Ability to clearly communicate with people at all levels of an organization; excellent written and verbal communication skills
• Skilled at calculating discounts, interest, commissions, proportions, percentages, area, circumference, and volume, as well as, applying concepts of basic algebra and geometry to standard business and mathematical problems
• Intermediate level of computer proficiency utilizing Microsoft Office and Google products
• Critical thinking and complex problem-solving skills
• Good organization skills and attention to details and accuracy

Minimum Qualifications

• Bachelor’s degree (Bachelor of Science or Bachelor of Arts) from an accredited college or university
• Minimum of 5 years of related, relevant experience in channel management
• Prior experience selling hi-tech equipment required
• Prior motion control experience is a plus
• Command (written and spoken) of the English Korean and Japanese is a plus

Working Conditions / Physical Requirements

• Work is generally performed in an office environment
• May be required to sit for extended periods of time
• The employee may occasionally be required to lift and/or move up to 25 pounds

Note: The above Job Description is representative of the responsibilities and qualifications necessary to be successful in this role. It does not encompass every job duty or responsibility; other tasks may be assigned as necessary. Further, the job description does not alter the at-will nature of employment with the organization and does not create a contract of employment