Director of Channel Management

POSITION SUMMARY:

At PennEngineering, we innovate and collaborate to make the world a better place. You can contribute to work that matters with a company where diversity, equity and belonging are shared values. We're committed to fostering an environment for every employee that's welcoming, respectful and inclusive, with great opportunity for professional growth. Find your future with us.

PennEngineering is seeking a motivated, excited, individual to be a part of PEM Sales Team. As the Director of Channel Management, PEM North America at PennEngineering, you'll collaborate with teams that do truly amazing things.

The Director of Channel Management is the primary day-to-day interface for the PEM distribution network partners across North America to ensure they deliver growth on all PEM products. This role is responsible for creating and implementing a strategic business plan and quarterly business review process (QBR) to be utilized in the PEM network. You will partner with all regions to implement the plans in their territory to ensure PEM's growth targets are achieved and establish strong relationships with key members of the PEM distributors; and identify and institute key metrics and actions that will ensure growth in all PEM products with our distribution partners

Join us as we build the future in Manufacturing and Engineering!

WHAT YOU WILL DO:

• Develop and implement business plans that align with the PEM growth targets.
• Develop metrics on customer growth and territories to ensure PEM continues to grow share in the market.
• Develop a detailed coverage map and model to ensure all territories and markets are supported by salespeople.
• Develop and maintain close relationships with the PEM Partner entities to ensure business plans and metrics are achieved.
• Partner with PEM management to rationalize and implement on-board new distribution partners as needed.
• Collaborate with NPD and Marketing to implement new product launches into the PEM network.
• Maintain on-going correspondence, i.e. sales calls, technical seminars, and interaction with our partners to promote products into the marketplace.
• Work together with our marketing team to develop a training program for our channel partners.
• Develop accurate bookings and shipment forecasts by partner.
• Provide reporting and feedback to regions on performance in the overall market and their territories to identify problem areas and implement corrective actions.
• Establish and update annually a "Market Share" pie chart with supporting data.
• Contribute to new product development and new product launches putting all effort into the field to promote such products.
• Identify competitive accounts and penetrate them to understand market pricing, competitive situations and market strategies.
• Focus on growth strategies to ensure share gains in product categories as required.
• Maintain good contact and relationships with our distributor base to ensure they lead with PEM products in the marketplace.

ADDITIONAL DUTIES:

• Ability to motivate those responsible for the direct selling of the PEM products.
• Position requires excellent verbal and written communication, and data analytic skills.
• Weekly reports detailing activities and opportunities within a given territory.
• Support VP of Sales in various aspects of the business with business analysis of regions and product lines as needed.
• Nature of the position requires a large portion of time to be spent at the OEM within the territory designing in and presenting new products to the OEM. Travel throughout the territory on an ongoing basis with overnight travel as required.

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WHAT WE ARE LOOKING FOR:

• BS in Business/Engineering or minimum 5 years experience in similar capacity.
• Good verbal and written communication skills.
• Proficient with Microsoft office.

Physical Requirements

• Visual acuity for detailed work.
• Ability to drive more than 2 hours.
• Travel as required by car or air.

Our commitment to Diversity, Equity and Belonging (DEB) endeavors to create a safe space for all employees and customers, regardless of age, race, sex, gender identity, national origin, or religion. We lift up voices and opinions by creating a respectful work environment where difference is valued, and we are doing our part to build towards a greater society where diverse points of view are celebrated.