Process Industries and Drives
DF / PD Sales
Education Required Level:
Siemens Industry Position Specification
Channel Sales Manager
Regional Channel Manager
Scope and Responsibility:
The Channel Sales Engineer- Industrial– is responsible for developing and managing business planning, policies and procedures within the new and existing channel accounts to exceed expectations in revenue, profitability, customer satisfaction and retention. In addition, position Siemens for long-term, sustainable growth by aligning with the most effective partners in the market.
Develop an annual business and sales plan that identifies and prioritizes opportunities to drive market share and revenue growth through channel sales. Monitor and modify needs of partner through quarterly reviews.
Ensure compliance to the Module and Tiered Pricing Policy criteria.
Identify, develop and manage channel partners to achieve channel goals.
Negotiate and assign distributor quota’s that are in line with the company targets.
Utilize a disciplined sales process to include target account planning, accurate forecasting, opportunity and pipeline development/management. The channel sales process should be consistent with the Siemens Sales Engineer process to ensure alignment.
Knowledge expert on the market dynamics and competitive landscape of the assigned territory.
Responsible for evaluating and recommending new partners, territory modifications, module extensions/eliminations to grow market share. Responsible for developing and coordinating the on-boarding and training curriculum
Effectively partner with business units and sales teams to meet customer requirements.
Collaborate across Siemens BU’s to optimize cross-selling opportunities.
Prudently use selling resources such as specialists, management and best practices to maximize effectiveness of each sale opportunity
Build long term relationships with key channel partners and select distributors.
Provide management with suggestions for improving volume, market share and price levels with channel partners and key distributors.
Utilize knowledge of market conditions, competitive strategies and processes to develop a unique value proposition and position Siemens as the vendor of choice.
Develop and deliver customer presentations that articulate the value proposition of product/solution/service offerings.
Ability to communicate sensitive information and apply corrective action to channel partners with the goal of improving sales.
The ideal candidate will have :
BA/BS or equivalent work experience
5+ years experience in sales and marketing of (industrial/construction) products
Strong track record of revenue growth in related positions within the industry
Demonstrated business acumen in balancing customer and business requirements, financials etc.
Excellent track record of establishing strong customer relationships.
Ability to work effectively in a team environment, working with direct and matrixed resources to ensure customer satisfaction and profitable growth
Strategic thinker with the ability to operate tactically.
The ideal candidate will be results-oriented and thrive in a teaming environment. Excellent written and verbal skills are a must. Must be a good listener and seek good input from others, yet be decisive and timely in decision-making. The ideal candidates must thrive on change and continuous improvement in our complex, fast-paced environment.