Novanta

North America Channel Sales Manager

Novanta • $135K — $155K *
US-AnywhereRemote in United States
Technical Services
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Technical bachelor's degree
  • 10+ years of channel sales experience with technical products
  • Experience in OEM identification and development preferred
  • Proven track record in expanding sales through Channel Partners
  • Proficiency in Salesforce funnel management
  • Advanced communication, data analysis, and presentation skills
  • Negotiation skills for contracts and pricing agreements

Responsibilities

  • Execute channel management activities to increase market share for Robotics and Automation products
  • Develop strategies to enhance commercial coverage and onboard new channel partners
  • Build and maintain relationships with channel partner stakeholders
  • Create and implement detailed business plans for channel partners
  • Develop a scorecard for evaluating distributors and potential new partners
  • Conduct quarterly business reviews to track plan execution progress
  • Work with Product Management & Marketing to generate quality leads for partners
  • Deliver presentations to channel partners to aid account development
  • Coordinate training for distributors to enhance product knowledge

Benefits

  • Comprehensive medical and financial benefits
  • Support for various aspects of life needs
  • Opportunity for competitive quarterly sales compensation based on performance
Full Job Description
Channel Sales Manager, North America

Robotics and Automation

US - Remote

The Channel Manager is responsible for managing contracts, pricing, and the overall channel strategy to support and profitably grow Novanta business at assigned and new channel partners. The successful Channel Manager will work closely with our existing channel partners to support training needs and to identify new business growth. In addition, he or she will analyze markets to build and execute a strategy for improving commercial coverage toward accelerated growth. Your top focus is to optimize our channel strategy by evaluating each channel partner and their performance to deliver above target revenue growth.

Primary Responsibilities
  • Execute channel management sales activities to profitably grow Novanta market share for all Robotics and Automation (R&A) products in the assigned geography
  • Build strategy for increased commercial coverage to include identifying and ramping up new channel partners and expanding product offerings at existing partners.
  • Own the relationship at the channel partners and build relationships with the key stakeholders
  • Develop detailed business plans with each channel partner and execute specific OEM target account plans to drive new business growth
  • Create a scorecard template to measure existing distributors and to evaluate new channel partners
  • Conduct quarterly review meetings to ensure that the business plan execution is on track
  • Collaborate with Product Management & Marketing team to develop leads suitable for channel partners
  • Deliver effective R&A focused presentations to assist in developing new accounts with the channel partners
  • Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the channel partner list, including the use of Salesforce to maintain accurate records to maximize potential and track progress of each partner's business plan
  • Coordinate product and application training to increase each distributor's product and application competency


Requirements
  • A technical bachelor's degree is required
  • 10+ plus years of channel sales experience with technical products
  • OEM identification and development experience preferred
  • Proven track record of expanding sales through Channel Partners
  • Salesforce funnel management competency
  • Effective time management and organizational skills
  • Excellent communication, data analysis and presentation skills
  • Proven ability to negotiate contracts and pricing agreements
  • Motion Control and Robotic Industry experience is recommended
  • Ability to analyze sales data to determine appropriate actions to improve account positioning
  • Results driven with ability to manage multiple priorities with highly effective follow-up skills


Compensation and Benefits
  • The base pay for this position is $135,000 to $155,000 per year depending on the geographic market.
  • This position provides an opportunity for competitive quarterly sales compensation based on achievement to plan.
  • Novanta supports all aspects of your life's needs. This position provides a full range of medical, financial, and other benefits to enhance your quality of life.


Travel requirements
  • Requires 50%+ travel

About Novanta

Novanta Inc. is a leading global supplier of precision photonic and motion control components and subsystems. The company was founded in 1968 and is headquartered in Bedford, Massachusetts. Novanta's products are used in a variety of applications, including medical and life sciences, industrial automation, and aerospace and defense. The company operates in North America, Europe, and Asia, and is committed to providing innovative solutions that enable its customers to improve their productivity and performance. Novanta is publicly traded on the NASDAQ stock exchange under the ticker symbol NOVT.
Learn more about Novanta
Size
2,700 employees
Market Cap
$4.9 billion
Industry
Manufacturing & Automotive
Net Income
$44.5 million
5 Year Trend
+12.9%
Revenue
$590.6 million
NASDAQ
NOVT
* Ladders Estimates

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