Overview
The Crouse Hinds (Global Energy Infrastructure Solutions) division is part of Eaton's electrical sector and has over 125 years of experience in protecting people, processes and assets in the most challenging environments. Our strategic focus is on driving growth, leveraging innovation and building capability across our global network towards a diverse customer base – end‑users, EPCs, integrators, OEMs and distributors. We currently have an exciting new opportunity for a Channel Manager to join our team.
Responsibilities
* Report to the zone leader and the channel director EMEA, work with other channel managers and direct account managers.
* Focus on strategic engagement of key channel accounts for the Eaton GEIS product offering, ensuring visibility, engagement and market share.
* Implement penetration plans to increase bid rates and market share with distributors.
* Develop, adapt and execute a tailored strategic growth plan for each account and communicate to internal and external stakeholders.
* Standardised incentive plans / partnership program with all main accounts aligned with the European development strategy.
* Identify opportunities on existing products to gain measurable market share and assess new Eaton products for the business offering.
* Continuous performance analysis per country / zone.
* Chair and coordinate monthly and quarterly business review calls to track relationships and identify key trends and growth targets.
* Manage the administration and database of the Order.
* Provide accurate input to budgeting and strategic growth plan processes for key accounts.
* Undertake competitor tracking within EWS and provide feedback to internal stakeholders.
* Manage and attend exhibitor events to promote Eaton solutions.
* Participate in Order Center, EDI and CRM projects.
* Perform conversion analysis, promotion and secure stock sales orders, coordinate stock recommendations and requirements.
* Supervise and negotiate contracts with EWS, key customers, CAPs and distributors.
* Identify new business development opportunities and potential new routes/channels to market, developing a strategy in line with the European strategy.
* Plan strategic actions in line with company‑specific agreed objectives, coordinate and manage marketing activities with the channels.
* Work within the company's pricing policy and liaise with the internal sales department to register special prices/deals.
* Deploy tier strategy, drive business reviews with distributors and compile data in reports and growth‑management tools.
* Ensure ethical, health and safety policies are followed and promoted.
Qualifications & Experience
* Bachelor's / Master’s Degree in Electrical Engineering, Software Engineering, or similar (Business & Sales related education considered), or proven experience in the industry.
* 5+ years of sales experience with a proven track record in driving B2B sales; diagnosing complex customer needs is critical (ideally electrical area).
* Proven commercial, sales and customer‑relationship experience.
* Experience with electrical products is a plus; familiarity with modern sales techniques such as value sales, challenger sales and gap selling.
* Fluent written and spoken English.
* Knowledge of the local market and customers, and the key issues affecting the markets.
* Experience with EWS and distributors.
* Technical competence within the hazardous area environment, understanding certification and legislation issues.
* Ability to work cooperatively with other Eaton divisions in the region.
* Strong analytical skills in data analysis for sales planning (Excel, pivot tables, advanced features, PowerPoint).
* Proven ability to execute upon strategic commercial objectives.
* Strong result orientation and collaborative culture across functions.
* Ability to influence internally and externally.
* Strong communication skills to articulate customer needs to senior stakeholders.
* Inclusive people‑leader with versatility to manage diverse needs of customers and partners.
* Analytical thinking to produce realistic solutions.
* Commitment to ethical and safe behaviour.
* Multicultural communication abilities.
* Professional handling of difficult information without blame.
* View mistakes as growth opportunities and seek feedback.
Benefits
* Competitive compensation and benefits package.
* Challenging projects in a dynamic collaborative team.
* Internal promotion opportunities whenever possible.
* Investment in ongoing learning and development through Eaton University.
* Reliability, safety, efficiency and sustainability are at the core of our dedication to improving people's lives and the environment.
* Health and safety first; wellness program to empower employees.
#J-18808-Ljbffr