Channel Sales Manager

Work at OMRON!

Omron is a leading global manufacturer of industrial automation products focused on sensing and control technologies. Omron Automation-Americas, headquartered in Hoffman Estates, IL, is the industrial automation subsidiary of Omron Corporation, a $8 billion global technology company celebrating more than 80 years of success.

Omron Automation Americas is looking for an energetic and high-potential Channel Sales Manager (CSM) to drive both strategic and tactical actions to increase sales of Omron automation products within selected Omron channel partners along the eastern regions of the US and Canada. The primary focus is to drive Omron product sales growth. To achieve objectives and drive results, the CSM must maintain a visible presence in the field, making it a requirement to be physically located in the geographical area. This is an "in-the field' leadership position that is critical to executing our go-to-market strategy.

Our Commitment to Employees:

• Training and Career Development Program to give employees a learning path with the necessary tools and resources they need to help build their career at Omron.
• Great financial opportunities with competitive compensation, immediate 401k match with 100% vesting, profit sharing, and Blue Cross Blue Shield for medical, dental, vision and prescription drug benefits.
• Community Awareness that includes activities with local non-profit organizations and a Matching Gift Program.
• Work-Life Balance with Flexible Work Arrangements, Flexible Work Hours, and Sick/Vacation/Holiday Pay.
• Wellness Activities such as Walking Contests, Nutritional Learning Sessions, On Site Flu shots and Health Screenings.

Responsibilities:

• Be an active physical presence with our Channel partners. This may involve being co-located in channel partner offices, coordinating and where applicable delivering constant training of partner staff.
• Utilize Business Analytics to guide partners to increase the number of product classes sold to existing and new customers with an emphasis on bundled solutions and core components sales.
• Deploy Sales and Marketing strategies in collaboration with Channel General Manager, Channel ASC, Industry General Managers and Marketing Team to support Industry Verticals Target and Long Tail Accounts while leveraging the Channel partners customer base to develop customers new to Omron.

• Drive the adoption of Omron's Stocked Portfolio initiative. Work with distributors to train sales staff to guide customers to stocked portfolio purchases and convert existing non-stocked sales to the stocked portfolio.
• Establish relationships at all levels at priority channel partners in their assigned territory. This includes, but not limited to Principles, Inside & Outside Sales Leadership and key Purchasing and Marketing personnel
• Facilitate a collaborative working environment with Distributor partners and local Omron Sales Team.
• Support distributor initiatives to further increase Omron sales via ecommerce channels.
• Establish a cadence for distributor PDCA meetings and meet regularly to review current operating conditions and address any systemic issues that may arise.
• Develop Regional Channel partners while working in collaboration with the local sales management team. Engage local Omron Sales team to support these efforts, including the Territory Account Managers, Technical Sales Associates, Product Technologies Sales and Strategic Sales.
• Influence Regional channel partners to lead with Omron versus competitive automation vendors.
• Develop customized training schedules for both Omron products and tools for the required personnel. Deliver training when appropriate.
• Ensure the appropriate channel partner staff can meet the established requirements for self-sufficiency and product sales and support capabilities. Involve Omron resources as needed to achieve compliance.
• Regional Channel-to-market partner types include, but not limited to Strategic and Regional partners, Resellers, Value Added Resellers and System Integrators.
• Develop programs to target specific geographic markets or vertical industries
• Quarterly Business Review (QBR) planning and execution. Include Omron stakeholders as needed.

Requirements:

• Bachelor's Degree in Engineering, Business, Sales, Marketing or similar field required or sufficient experience that contributes to the role.
• Bilingual in English and French preferred
• Eight (8) years of experience in sales of industrial automation or similar products. Three (3) years of experience managing distributors or distribution channels preferred.
• Strong knowledge of Omron tools, including OnSet, SalesForce, Power BI, JDE and OmronNow. Ability to work within a matrixed organization by establishing relationships with key influencers within Omron functional groups. As a plus, sales experience with some or all of the following products: Machine Vision Systems, Motion Control (Servos, Drives, Controllers and Motors), PLC/HMI (hardware, software and interfaces), Components (Sensors, Relays and Switches), Safety (Light Curtains, Controllers, Sensors and E-Stops) - and Auto ID (Barcode and RFID), Fixed Robots.
• Ability to travel 75% on a local, national, and international basis within the US & Canada.

The annual base salary range for this role is $95,000 - $150,000 a year, however, base pay offered may vary depending on geographic region, internal equity, job-related knowledge, skills, and experience among other factors. This position is also eligible for an annual performance-based bonus program. Candidates will be assessed and provided offers against the minimum qualifications of this role and their individual experience.

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Omron, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Omron is an Equal Opportunity Employer. We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, we comply with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.