The role is that of sales and business development, targeting existing and prospective new channel partners and end users across the DACH region. For each of the channel partners, he/she is responsible for maximizing the use of our whole products and services portfolio to take share from other vendors, minimizing dependency on specific products or opportunities, ensure sustainable growth, as well as articulating a healthy margin, while establishing a long-term business relationship with the channel partner. Despite channel management being the primary focus, this role includes also end user engagement in supporting the partner activity.

The role will involve travel, occasional evenings away from home and carry sales targets and quarterly objectives.

This position will only suit a focused and strong sales individual who can prove a successful sales background, preferably in the AIDC industry but at least in IT.

Principal accountabilities

• Develop account plans for existing channel partners in the DACH region, in line with regional channel strategy, and execute the objectives quickly and clearly.
• Establish long-term business relationships with channel partner executives.
• Work closely with the channel partner in its sales opportunities, including qualification, development of joint strategies to win, but also includes joint visibility on field and engagement with the end user.
• Maximize the use of our whole available products and services portfolio in each channel partners to maximize the share, generate sustainable revenue growth and a healthy margin.
• Implement the regional sales programs and campaigns in the channel partner, as well as to develop and implement the necessary specific programs and initiatives for the channel partner to ensure the expected performance.
• Develop new channels partners following regional strategic direction.
• Train and develop channel partners in relation to our product lines and sales methodologies.
• Work in direct touch with end users to position the HON portfolio, close deals and build relationships with key decision makers
• Ensure the achievement of quarterly and annual sales targets and management-based objectives that will be communicated from time to time.
• Be able to report weekly performance to the leadership of specific opportunities. Furthermore, sales data, progress on incentives, new product releases, sales trending and all other key performance indicators should be monitored and managed on a proactive and continual basis.

Personnel specification

• Ambitious, self motivated, hard working, result orientated, problem solver with a positive outlook and a clear focus on driving profit.
• Balanced between short term achievement and long-term development.
• Must have both farmer and hunter skills to maintain and grow existing partners and customers but also hunt for new prospects, generate pipeline and win incremental business.
• Experience in working with process to get the necessary approvals related to the sales activity.
• A natural forward planner who critically assesses their own performance.
• Mature, credible, highly professional, and comfortable in dealing with individuals at very senior levels and someone who remains calm in high pressure environments.

Personnel situation

• The ability to extensively travel min. 3 days/week through the given region as the business and opportunities demand, occasionally at short notice.
• The ability to make occasional international business trips out of the given region.

Experience and qualifications

• Successful and demonstrable track record of channel management and can articulate the principles of good channel structure.
• Minimum 5yrs continuous sales experience in channel development and management in the auto ID / Supply Chain solution sectors.
• Able to demonstrate and articulate the benefits of working with distribution in their channel partners.
• Business degree preferred but not mandatory.

Job specific skills

• Strong sales management skills include thorough knowledge of the sales process and strategic techniques to achieve objectives.
• Ability to make the best use of time and resources.
• High level of communication and presentation skills.
• Understand and articulate basic business finance terms and the necessity for financial control.
• The ability to prepare a business plan outlining the salient points of development with specific channel partners.
• Competent author of business letters and reports.
• Has the ability to say no when the circumstance demands.
• Thorough induction at a leading global company
• Versatile area of responsibility and excellent career prospects
• Working with latest technology and tools
• Flexible and modern working environment with individual development and training opportunities
• Culture, that fosters inclusion, diversity and innovation in an international work environment
• A well-coordinated, collegial and motivated team
• Option for a company car for private use (according to company policies)
• An attractive salary and vacation package

Our Benefits

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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