Azbil North America, Inc Hiring for Channel Development Manager/Acting RSM West Full Time

JOB TITLE: Channel Development Manager / Acting RSM – West

LOCATION: Position may be located in Longmont, CO, or Phoenix, AZ

BUSINESS UNIT: Sales

S TO:  VP & TL of IAP Sales

RECEIVES ADDITIONAL DIRECTION FROM:

Azbil VorTek President, Azbil North America President

POSITION SUMMARY: 

The position is responsible for Sales growth within the defined territory, supporting existing business in addition to developing new business. Provides timely support to manufacturer’s representatives and distributors. Serves as the key Azbil Solutions Sales Manager within the defined region, articulating and promoting key differentiators and value propositions. Develops compelling customer proposals, positioning statements, and presentations as needed. Can perform basic margin analysis and quotation support. Proactively follows up on projects, quotes, and leads using Salesforce.com to successfully close sales.

ESSENTIAL RESPONSIBILITIES:

• Makes regular and frequent sales calls to channel partners and customers.

• Builds and maintains mindshare with channel partners to support Sales revenue growth targets

• Coordinates activities to increase Sales and establish and maintain a high level of customer satisfaction at all accounts

• Ensures all key customer information and all opportunities are recorded in Salesforce.com

• Tracks and updates customer opportunities, customer meetings, marketing, and promotional efforts in Salesforce.com

• Uses every possible IT tool to supplement direct customer-facing contact activities to promote Azbil Sales value propositions

• Supports the strategic initiatives within the assigned Region of the US to ensure all goals are met  

• Provides monthly/quarterly/annually sales forecast and activity s

• Provide sales leadership with input on market dynamics, growth opportunities, and threats to business growth.

• Manages contracts for new/canceled/replaced representatives or distributors 

• Develops Annual Business Plan for assigned region

• Partners with inside Sales teams, Product Line Management, Quality, and Engineering as needed for customer quotes and orders.

• If needed, provide training for channel partners and customers on available products

• Maintains and contributes to a safe work environment by adhering to policies and procedures as outlined in the Company Safety Program and Corporate Ethics policies.

• Performs other duties within the Americas as they develop or as requested

WORK ENVIRONMENT:

• Works in a standard office environment or in a remote home office and uses general office equipment (mobile phone, laptop, etc.).

• Travel is required; approximately 20%-30% should be expected.

SKILLS, KNOWLEDGE, and ABILITIES:

• Strong team player with a demonstrated ability to work productively with internal functional groups to support and respond to customers

• Excellent communication skills — in writing, by phone, and in group and one-on-one presentations.  

• Excellent organizational skills with attention to detail

• Ability to manage changing priorities and competing demands

• Ability to quickly identify key decision-makers and develop direct relationships with key accounts

• Ability to condense information into actionable lists

• Ability to exercise strong follow-up on commitments 

• Working knowledge of Azbil markets and sales channels

• Good problem-solving skills and strength in managing conflicts

• Fluent in using all common Windows programs – Outlook, Excel, Word, and PowerPoint, with the ability to quickly learn new CRM and ERP systems (Salesforce.com, M2M, Sharepoint, etc.) on both laptop and mobile application platforms.

• Ability to comprehend and relate technical product and process specifications

• Highly Effective oral and written communication skills.

• Ability to effectively present technical information and respond to technical questions.

• Ability to effectively communicate and interface with many corporate, customer, and employee levels.

• Ability to read and apply technical data. 

• Ability to deal with problems involving variables in complex situations.

• Ability to listen effectively.

• Ability to prioritize and multiple complex issues.

• Understanding of corporate budgets.

EXPERIENCE:

Essential:

• 5-10+ years experience in a Regional Sales Account Management or Field Sales Engineering position in a similar field

• Experience in supporting both domestic and international customer accounts preferred

• Working knowledge of Azbil products, applications, and industries preferred

• Experience working for or with companies who manufacture Field Instruments

• Understanding of entire realization cycle including technical vetting, order tracking and expediting, job scheduling and production management highly desirable

Organizational Relationship:

The Regional Sales Manager/Business supports the organization through sales growth within existing business and developing new business.

Physical Demands:

While performing the duties of this job, the employee is regularly required to talk or hear while sitting or standing for prolonged periods of the work day. The employee will be frequently traveling on domestic aircraft for extended periods of time. Domestic travel may involve extended periods of sitting, standing, use of hands to carry or move luggage or demo equipment, including reaching with hands and arms. Specific vision abilities required by this job may include close vision and ability to adjust focus. 

EDUCATION:

Preferred:

BS or BA in Business Administration, Supply Chain, Sales and Marketing, or Engineering disciplines, or equivalent education and/or experience.

Desirable:

MBA and/or advanced degree in business or technology field.