Channel Manager - Milling Products (USA Southwest Region)
IDEX Corporation - Texas

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Title: Channel Manager - Milling Products (USA Southwest Region)
Business Unit: The Fitzpatrick Company
Location: USA-TX-Houston

Description: POSITION SUMMARY
The Channel Manager - Milling Products (USA Southwest Region) is responsible for achieving our distribution sales goals within their assigned region by effectively driving orders of the IDEX Material Processing Technologies (MPT) milling product portfolio and evaluating, developing and managing the IDEX MPT channel partners who are focused on selling both the Quadro and the Fitzpatrick brands of milling products in the assigned territory. This Channel Manager - Milling Products has responsibility for coordination of all regional channel sales functions including meeting orders goals, establishing distributor channel programs/metrics, assessing and adjusting the channel relationships to align our channel with specific business unit or market needs. This Channel Manager will "own" the Orders numbers for their distributor/agent partners and will be required to accurately forecast and execute to their Annual Operating Plan targets. He/she will work cross-functionally with the marketing, pricing and OEM teams to align channel activities and strategies with the overall MPT strategy within the assigned region including creation and execution of demand creation activities specific to milling products in their geographic area.
DUTIES AND RESPONSIBILITIES
  • Develop processes that enable successful engagement with the regional channel partners. Establish metrics for performance, track progress, drive improvement plans or channel changes where necessary.
  • Develop and execute on channel expansion to broaden market and geographic coverage for MPT milling products across the assigned region. Channel expansion strategy should be aligned to marketing data around the most critical opportunities.
  • Establish training and customer engagement strategy to leverage the North American factory capabilities as a differentiator to position our milling products more effectively in their region.
  • Work closely with the assigned regional channel partners to establish annual goals and to drive accountability to these commitments. This involves establishing regular routine of quarterly business reviews and monitoring/supporting new business opportunities closely, as well as jointly visiting key distribution customers.
  • Coordinate with the IDEX legal team on all recommended changes with new distributors or existing distributors in their region. Establish Distributor / Rep contracts in compliance with corporate guidelines, including the Distributor / Rep understanding of Export and Anti-Corruption policies.
  • Work with the product marketing organization to develop training programs for the channel partners on Products/Capabilities of the MPT organization. Assist in the development of product selection/specification tools for the channel to improve the channel effectiveness
  • Coordinate price proposals for non-standard products with the Business Unit functional groups. Monitor regional market price points and coordinate pricing with Product Managers
  • Facilitate provision of annual and monthly revenue forecasts for each regional channel partner
  • Work with regional channel partners to establish stock at appropriate levels to support the market expectations.
  • Support the execution of new product launch programs through their regional channel partners

Qualifications: PHYSICAL/MENTAL/ENVIRONMENTAL REQUIREMENTS:
  • Demonstrated knowledge of channel management tools and practices
  • Proven ability to identify new sources of business and work cross-culturally
  • Able to deliver results through indirect/3 rd party reporting relationships.
  • Must have high degree of leadership and ability to influence cross-functionally.
  • Thinks independently, shows initiative, anticipates and prevents problems.
  • Excellent analytical and interpersonal skills, including above average written and communication skills.
  • Must be able to travel at least 50% of the time
EDUCATION AND EXPERIENCE REQUIREMENTS OR EQUIVALENCIES:
  • 5+ years experience in Business Development, Sales and or Marketing
  • 3+ years working directly with distributors or other channel partners
  • Bachelor degree from an accredited university required; BS in technical or engineering preferred
  • 5+ years work experience in a complex technical environment and/or industrial capital equipment manufacturing company . Food, Pharma or Chemical processing experience preferred but not required
  • Proven track record of delivering sales results while maintaining customer satisfaction
CORPORATE TRAINING:
Environmental Health & Safety, Code of Conduct, Anti-Harassment and others will be required

IDEX Corporation is an Equal Opportunity Employer committed to workforce diversity.

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