About the position
The Channel Manager is responsible for driving profitable sales growth through strategic management of distributor, system integrator, and brand-label partner relationships within a defined territory. This role serves as a key liaison between Kollmorgen and its channel partners, ensuring alignment with company goals, maximizing mutual value, and expanding market presence. This role requires up to 50% travel within the U.S. and Canada.
Responsibilities
• Meet assigned targets for sales volume, bookings, and strategic objectives with channel partners.
• Manage distributor relationships by facilitating communication among distributors, customers, and internal stakeholders.
• Lead commercial activity and growth within brand-label partnerships, advocating for product enhancements to increase business.
• Implement Kollmorgen’s channel strategy and evaluate partner performance using KPIs and budget metrics.
• Educate partners and customers on Kollmorgen’s value proposition and product differentiation.
• Establish and maintain trusted relationships with key personnel at channel partner accounts.
• Conduct regular QBRs to assess and validate partner needs and performance.
• Drive adoption of company programs and ensure compliance with policies and agreements.
• Resolve channel conflicts and develop self-serve tools and processes to improve partner efficiency.
• Represent Kollmorgen at trade shows, conferences, and partner events.
• Provide market intelligence to leadership on industry trends, competitor activity, and product demand.
Requirements
• BA/BS in Industrial Technologies, Mechanical/Electrical Engineering, Business, or related field (preferred).
• 3+ years in outside technical sales; Motion control experience preferred.
• Proven ability to manage and work with distribution channels.
• Strong background in channel sales and relationship management.
• Demonstrated success in developing new business and maintaining existing accounts.
• Strong mechanical aptitude and ability to understand technical product applications.
• Proven ability to build and maintain strong business relationships.
• Excellent planning, time management, and ROI-based solution selling skills.
• Ability to travel up to 50% of the time.
• Internal & external conflict resolution
• Persona-based negotiating skills
• Empathy and customer advocacy
• Teamwork and collaboration
• Situational awareness
• Strong presentation and communication skills
• Organizational savvy and high ethical standards
• Action-oriented with strong follow-through
Benefits
• Medical, Dental, Vision and Prescription Drug Coverage
• Spending accounts (HSA, Health Care FSA and Dependent Care FSA)
• Paid Time Off and Holidays
• 401k Retirement Plan with Matching Employer Contributions
• Life and Accidental Death & Dismemberment (AD&D) Insurance
• Paid Leaves
• Tuition Assistance
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