This role is Remote, with travel expected at least 3 days per week. 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 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.
What You’ll Do
The primary purpose of the zone channel manager is to create, maintain and grow Eaton GEIS relationships within our local channel partners, EWS, technical distributors and resellers. Deploying and executing the Channel Strategy within the zone to deliver profitable sales and market share growth.
* You will report to the zone leader and functionally to the channel director EMEA. You will work in collaboration with the other channel managers in your zone and with the direct account managers. You will focus on the strategic engagement of our key channel accounts for the Eaton GEIS product offering. Working with the sales, marketing and product management teams, you will ensure Eaton GEIS visibility, engagement and market share. You will implement penetration plans to increase our bid rates and market share with distributors. Strong written and verbal communication skills.
* Develop, adapt and execute a tailored strategic growth plan for each account, and communicate to internal and external stakeholders to ensure alignment.
* Develop and standardized incentive plans / Partnership programs with all main accounts aligned with the European development strategy.
* Develop opportunities on existing products to gain measurable market share as well as assess and bring new Eaton products into the business offering.
* Continuous performance analysis per country / zone.
* Chair and coordinate monthly and quarterly business review calls to ensure the relationship is on track and key trends and potential growth targets identified. Manage the administration and database of the Order.
* Accurate input into budgeting and strategic growth plans process for key accounts.
* Undertake competitor tracking within EWS to ensure visibility of market share and take actions as needed, with feedback to internal stakeholders.
* Manage and attend exhibitor events to promote Eaton solutions.
* Work in collaboration with peers in the company.
* Participate in Order Center, EDI and CRM projects.
* Conversion analysis, promotion and secure stock sales orders. Coordinate stock recommendations and requirements.
* Supervise and negotiate contracts with the EWS, key customers, CAPs and distributors.
* Identify new business development opportunities and potential new routes/channels to market, developing a business development strategy relating to the sales objective and channel management 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, liaising closely with the Internal sales Department to ensure that all special prices / deals are registered in the office.
* Plan strategic actions with your distributors, deploy the tier strategy, drive business reviews with your customers and compile your data in the different reports and growth management tools.
* Ensuring that all ethical, health and safety policies are followed and promoted within the business.
Qualifications
* Bachelor's / Master's Degree in Electrical Engineering, Software Engineering, or similar (Business & Sales related education will be considered as well), or proven experience in the same industry.
* 5+ years of sales experience, with proven track record in driving B2B sales where diagnosing complex customer needs is critical (ideally electrical).
Skills
* Essential to have proven commercial, sales and customer relationship experience.
* Experience with electrical products is a plus. Familiar with modern sales techniques: value sales, challenger sales, gap selling.
* Fluent written and spoken English language essential for this role.
* Knowledge of the local market and the customers as well as the key issues affecting the markets. Demonstrable experience in working with these markets so that you understand the decision making process and the complex nature of major projects.
* Experience with EWS and distributors.
* Technically competent within hazardous area environments, understanding certification and legislation issues in and around that area.
* Ability to work with other Eaton Divisions in the region and collaborate with team members.
* Competence in data analysis for sales planning, including Excel (pivot tables, advanced features) and creating/delivering PowerPoint presentations.
* Proven ability to execute upon strategic commercial objectives.
* Ability to influence externally and internally.
* Able to articulate customer needs and priorities to senior stakeholders.
* Inclusive people leader with the ability to manage diverse needs of customers and partners.
* Able to analyze complex scenarios and produce realistic, simplified solutions.
* Values ethical and safe behavior as a priority.
* Able to operate and communicate effectively in a multicultural environment.
* Receives difficult information professionally without assigning blame.
* View mistakes as opportunities to learn; seek feedback and ask for help. Respect, polite behavior, accept diversity and disagree.
What We Offer
* Competitive compensation and benefits package.
* Challenging projects in dynamic collaborative team.
* We make your aspirations matter – Eaton encourages internal promotion, whenever possible.
* We make your growth matter - We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University.
* We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people’s lives and the environment through power management technologies.
* We make your wellbeing matter – We put your health and safety first. Wellness at Eaton is more than a program, it’s about changing the environment by offering the right tools to help empower employees to make that happen.
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, color, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.
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