Engineer, Channel & Accounts

Position Summary

• The Sales Engineer Accounts and Channel is responsible for the development and implementation of sales strategies and plans to maintain and grow the established business at assigned accounts, meet or exceed annual sales goals and grow customer share.
• The individual is responsible for establishing and maintaining relationships at assigned accounts and engaging with distributors to ensure effective and efficient utilization of resources.
• Responsible for channel performance, sales growth, and business development of [Company] authorized distributors. Formulate business strategies and plans to grow overall sales and market share. Coordinate activities and resource utilization with others in the Sales organization.
• Implement and measure all Allen-Bradley (A-B) channel commercial programs. Act as the single point of contact for each assigned distributor.

Essential Functions:

• Manages the development of assigned distributors and their performance.
• Analyzes account requirements and develop an account penetration plan with the distributor and account sales engineers to increase market share.
• Resolves channel issues resulting in conflict (i.e. ARP violations, etc.)
• Measures distributor performance and implement distributor performance improvement programs.
• Facilitates the implementation of new product launches and promotional programs through the direction of all channel team resources, including the distributor’s personnel.
• Takes an active role in coaching the distributor personnel and evaluating their competency in the support of [Company] products and services.
• Assures that we have a consistent high level of distributor capabilities to serve all customers in the assigned geography.

Minimum Qualifications

• Bachelor of Science degree in engineering or related disciplines for example, business, marketing.
• Five or more years of technical sales experience OR a graduate of the [Company] Sales Training Program.