Director of Channel & Sales Enablement

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Job Summary

Job Description

SPECIFIC JOB RESPONSIBILITIES

• Define and Implement Channel Strategy: Collaborate with Americas Sales Leaders and Business Development to develop and execute the companys distribution and systems integrator strategy aiming to achieve growth and market share goals. A Go-To-Market strategy to be created segmenting Specialist Distribution vs. General Distribution to help in better aligning OEM/EU new customer growth and management by application type solution scope and support requirements Develop Sales Strategies: Create and implement sales strategies to drive revenue growth through indirect sales channels.

• Develop Pricing Strategies to support Go To Market plan by Channel Type and segment (Specialist Generalist)

• Collaborate with Nidec Drives field sales team to support Channel partner(s) on new customer prospecting tracking and development of new accounts ensuring the Channel is prepared with the right resources to farm and manage new account business from Nidec.

• Distributor Partner Management

• Work with Regional Sales Directors and Area Sales Managers to identify and develop new distributor partners manage existing partners and terminate relationships when necessary.

• Promote positive distributor order growth through communication and participation in distributor events.

• Oversee the distributor Point of Sales Reporting program including program mechanics reporting back to distributors and leveraging POS information to drive sales growth.

• Ensure partners are trained on the companys products and sales techniques.

• Maintain distributor contract and policy documents.

• Monitor distributor websites to ensure Nidec Drives is represented optimally.

• Collaborate with Nidec Drives marketing to keep distributor locations and where to buy information up to date and accurate.

• Represent the company at channel trade organization events and activities.

• Work with Sales Strategic Marketing Business Development Marketing and MarComm to develop programs supporting our channel partners.

• Product Knowledge and Training: Stay current on the companys products applications pricing and selling benefits. Inside Sales Team Management:

• Inside Sales Specialists: Lead and manage the inside sales team to drive sales growth. Setting clear goals monitoring performance and ensuring accurate and timely support for field sales teams and channel partners. The team will be responsible for providing pricing and availability information assisting with product cross-referencing and preparing quotations to support sales efforts. Additionally filling the gap in product escalations.

• The position also focuses on fostering collaboration maintaining strong communication and driving a high level of customer service to deliver exceptional experiences and meet revenue targets.

• Bridging the gaps between field sales fulfillment and the needs of our customers by facilitating stock rotation returns and aiding our customers in escalations.

• Channel & Sales Development Representatives: Lead and manage the team to ensure alignment with the overall direct sales and distribution strategy. Provide strategic guidance support and training to enhance their effectiveness in driving sales growth through distributor channels. Monitor performance metrics and implement improvement plans as needed to achieve sales targets. Focus on proactive activities including lead follow-up and distribution to the channel and executing prospecting campaigns with the Strategic Marketing team.

• Proliferation of sales enablement tools (Customer Portal Online Configuration Tools etc) will be part of the CSDRs regular outreach and training of partner network.

• In support of a Channel Strategy map out how outside and inside sales will work as a team to support channel partners and roles/responsibilities by role. The plan may include need to establish dedicated inside sales team members and/or Regional Channel Managers to to more closely support manage and own Channel growth goals by key Region.

• The Inside Sales Team will support Regional Channel Managers with day-to-day activities.

• Marketing Collaboration: Collaborate with marketing teams in the US and UK to develop sales tools and campaigns that enhance and promote the effective sales of the companys products and services through distributors as well as enablement and best practices for self-service tools available to our customers.

• New Business Development: Actively collaborate with vertical market managers and business development to facilitate the execution of prospecting campaigns by the CSDRs to drive new revenue growth and feed channel partners with leads.

• Annual Distributor Profile Program: Own the Annual Distributor Profile Program ensuring comprehensive and accurate profiles are maintained and utilized for strategic planning and growth. Implement directly through Channel sales team (Inside Sales Specialists and regional Channel Sales Managers).

• Budget Management: Provide and operate within the departments expense budget.

• Sale Enablement and Service Level Management: Establish market leading service levels for pre and post-sales support of channel and key customers developing metrics to track our Ease of Doing Business

• Quote to Orders Reporting reviewing Price & Availability quoting metrics to understand quote volume trends product trends and lead times required to win new business.

• Order Inquiries logging and tracking of metrics including enquiries raised enquiries open/closed response time and customer satisfaction rate

• Escalation Management & Cross Functional Service Level Tracking

• Act as the Sales & Channel voice-of-customer to fulfillment team providing team level input on customer sentiment urgency and priority for fulfillment to execute against

• Manage escalations relating to Customer needs and customer problem resolution specifically with price and availability quotes and technology adoption

• Process and Technology Improvement Project Management AI/Customer Service Tools

• Develop and maintain a Company technology strategy for enabling best in class pre and post orders execution support including solution configuration price & availability quoting and visibility and pre and post order customer inquiry management escalation and resolution. This will require knowledge of the evolving Artificial Intelligence landscape and commercial solutions. Customer Enablement technical strategy should incorporate the needs of Sales Technical Support and Operations input/output to aid in customer service levels and revenue generation.

• Responsible for learning and enhancing current technologies and adopting new technologies related to Customer Enablement team functions and customer-facing tools

• Owner of customer-focused self-service tools: Customer Portal/CPQ Tool GTM Tools (Sales Enablement Training Business Intelligence and outreach tools) EDI interfacing and other solutions to make Nidec Drives a better partner for our customers.

• Stay abreast of industry best practices and emerging trends in customer enablement and learning and development

• Create and deliver customer training related to self-service tools publishable in Customer Portal for customer self-servicing

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CUSTOMER AND TRAVEL REQUIREMENTS

Customers:

• Galco

• Motion Industries

• Power Mation

• Applied Industrial

• Applied Automation companies

• PEMS

• Partner Systems Integrators

• Association for High Tech Distribution AHTD membership management and participation

Travel:

• Greater than 40%

• Requires overnight travel

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REQUIRED QUALIFICATIONS AND EXPERIENCE

• Four-year degree in: Business Engineering or Industrial Distribution with a Masters degree (Preferred)

• Minimum of 10 years of experience working within industrial distribution and sales 10year management experience preferred

• Able to work well cross-functionally and manage coordinated efforts successfully with other members of leadership

• Strong written and oral communication skills Microsoft Office Salesforce familiarity with AI tools

• Project/Program Management

• Strong analytical skills

• Excellent organizational skills

• Skills in strategic planning market analysis negotiation and conflict resolution

Additional Job Details

Management M4

Organizational Impact
Recommends tactical and operational strategies that will directly impact the achievement of overall business unit department and/or job family group results
Directs the execution of strategies established by functional and/or executive leadership
Establishes operational plans for department and/or job family group with short- to mid-term impact on results (e.g. 1-3 years)
Work requires a high degree of responsibility for resources and frequently influences business decisions made by senior leadership
Typically responsible for moderate revenue and/or expenditures in multiple areas or over multiple teams with moderate oversight with signature authority
Communication & Influence
Communicates with parties within and outside of own business unit department and/or job family and typically has responsibilities for communicating with parties external to the job family group which may include clients or partners
Works to influence others to accept job family group/business units view/practices and agree/accept new concepts practices and approaches. Requires ability to communicate with executive leadership regarding matters of significant importance to the organization
May conduct briefings with senior leaders within the business unit/job family group. May at times be required to negotiate regarding operational issues
Innovation & Complexity
Responsible for making significant improvements of processes systems or products to enhance performance of business unit department and/or job family group
Problems and issues faced are numerous and undefined where information is typically difficult to obtain
Problems are frequently complex. Problems typically impact multiple business units and/or job family groups
Problems are typically solved through drawing from extensive prior experience and analysis of issues
Leadership & Talent Management
Manages a department or job family or a large team that includes multiple teams led by other people leaders
Responsible for creating workforce and staffing plans for department/job family group/team to ensure availability of talent necessary to accomplish departmental business results
Typically has hiring firing promotion and reward authority within own area in accordance with Corporate Guidelines
Knowledge & Experience
Requires advanced management and leadership knowledge to lead cross-department project teams or manage across multiple job family group
Typically has mastery within a specific technical or broad expertise across multiple related disciplines
Typically requires a bachelors degree or equivalent professional certification and 10 years of prior relevant experience

Equal Employment Opportunity and Affirmative Action at Nidec
Nidec is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants receive consideration for employment without regard to their age gender gender identity sexual orientation race color genetic information religious creed national origin physical or mental disability protected veteran status or any other characteristic protected by law. For more information regarding your (EEO) rights as an applicant please visit the following website: Shift Schedule

No Soliciting

Nidec will not accept unsolicited resumes from individual recruiters or third party recruiting agencies in response to Nidec job postings. No fee will be paid to third parties who submit unsolicited candidates directly to our hiring managers. Pre-approval from the Nidec Talent Acquisition team is required before any external candidate can be submitted and such candidate must be submitted to the Nidec Talent Acquisition team.