Channel Sales Manager

Build a career powered by innovations that matter!  At Novanta, our innovations power technology products that are transforming healthcare and advanced manufacturing—improving productivity, enhancing people’s lives and redefining what’s possible.  We create for our global customers engineered components and sub-systems that deliver extreme precision and performance for a range of mission-critical applications—from minimally invasive surgery to robotics to 3D metal printing.

Novanta is one global team with over 26 offices located in The Americas, Europe and Asia-Pacific.  Looking for a great place to work?  You have found it with a culture that embraces teamwork, collaboration and empowerment.  Come explore Novanta.

Summary

The Channel Manager is responsible for managing contracts, pricing, and the overall channel strategy to support and profitably grow Novanta business at assigned and new channel partners. The successful Channel Manager will work closely with our existing channel partners to support training needs and to identify new business growth.  In addition, he or she will analyze markets to build and execute a strategy for improving commercial coverage toward accelerated growth. Your top focus is to optimize our channel strategy by evaluating each channel partner and their performance to deliver above target revenue growth.

Primary Responsibilities

• Execute channel management sales activities to profitably grow Novanta market share for all Robotics and Automation (R&A) products in the assigned geography

• Build strategy for increased commercial coverage to include identifying and ramping up new channel partners and expanding product offerings at existing partners.

• Own the relationship at the channel partners and build relationships with the key stakeholders

• Develop detailed business plans with each channel partner and execute specific OEM target account plans to drive new business growth

• Create a scorecard template to measure existing distributors and to evaluate new channel partners

• Conduct quarterly review meetings to ensure that the business plan execution is on track

• Collaborate with Product Management & Marketing team to develop leads suitable for channel partners

• Deliver effective R&A focused presentations to assist in developing new accounts with the channel partners

• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the channel partner list, including the use of Salesforce to maintain accurate records to maximize potential and track progress of each partner’s business plan

• Coordinate product and application training to increase each distributor’s product and application competency

Requirements

• A technical bachelor’s degree is required

• 10+ plus years of channel sales experience with technical products

• OEM identification and development experience preferred

• Proven track record of expanding sales through Channel Partners

• Salesforce funnel management competency

• Effective time management and organizational skills

• Excellent communication, data analysis and presentation skills

• Proven ability to negotiate contracts and pricing agreements

• Motion Control and Robotic Industry experience is recommended

• Ability to analyze sales data to determine appropriate actions to improve account positioning

• Results driven with ability to manage multiple priorities with highly effective follow-up skills

Compensation and Benefits

• The base pay for this position is $135,000 to $155,000 per year depending on the geographic market.
• This position provides an opportunity for competitive quarterly sales compensation based on achievement to plan.

• Novanta supports all aspects of your life's needs. This position provides a full range of medical, financial, and other benefits to enhance your quality of life.

Travel requirements

• Requires 50%+ travel

Physical Requirements

• None

Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.

Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.