Channel Sales Manager - Variable Frequency Drives

Job Description

The Channel Sales Manager (CSM) is responsible for developing and optimizing an effective channel sales strategy that increases the footprint of Danfoss Drives within the assigned channel partners and territory. The CSM will collaborate with our Sales Development & Sales Application Engineering teams in growing the territory by bringing the full value of Danfoss to our partners and enabling them to succeed with their customers. This role is critical to the success of Danfoss Drives in the Food & Beverage, Chemical Oil & Gas, Heavy Industrial industries and to driving sustainable growth for the organization.

North America is one of Danfoss Drives “High Growth Regions”. We are THE leading manufacturer of Variable Frequency Drives (VFDs) with more than 30m Drives manufactured globally. The industrial market in North America presents a tremendous opportunity for Danfoss Drives and to achieve our ambitious goals we must successfully execute our channel strategy. So, we are seeking experienced sales professionals with skills in managing and growing sustainable business through industrial distribution channels and system integrators.

Job Responsibilities

Responsibilities for this position include, but are not limited to, the following.

Develop Partners and Drive Growth

• Build strong relationships with all stakeholders of your assigned Industrial Partners including Leadership, Management, Sales, Technical Specialists, and Inside Sales
• Provide product and procedural training, regularly communicate updates, and provide consistent partner engagement to fully integrate our partners with Danfoss.

Manage Partners

• Manage and develop the industrial distribution sales for your assigned partners and territory.
• Ensure assigned partners are complying to the Danfoss Partner Policy criteria and provide feedback for partner program enhancements.
• Ensure channel partner alignment with our sales process, by utilizing a disciplined sales process with channel partners that includes target account planning, accurate forecasting, and opportunity pipeline management.
• Manage Special Pricing Agreement requests and expectations.
• Coordinate and work closely with Danfoss field sales resources such as Sales Development Managers, Application Engineers, & Sales Agents

Knowledge Expert for Channel

• Facilitate relationships between Danfoss Sales and Danfoss Service partner networks.
• Support new product introductions by providing market data, voice of customer feedback, and targeting potential field assessments.

Travel up to 70% Domestic with limited Interantional

Background & Skills

Basic Requirements:

• BA/BS or equivalent work experience
• 5 years’ experience in sales and marketing through channel partners in Automation and Electrical Equipment, preferable with Variable Frequency Drives.
• Demonstrated business acumen in balancing customer and business requirements, financials etc.
• Excellent track record of establishing strong working relationships with outside resources or customers.
• Ability to work effectively in a team environment, working with direct and matrixed resources to ensure partner and customer satisfaction.

Success Criteria:

• Ability to indirectly manage partner relationships, develop trust, and coach development.
• Strong presentation, negotiation and selling skills.
• Growth mindset and never give up attitude.
• Ability to perform independently and through others in a matrix role.
• Ability to indirectly lead teams with clearly established goals and objectives.

Employee Benefits

We are excited to offer you the following benefits with your employment:

• Bonus system
• Paid vacation
• Flexible working hours
• Possibility to work remotely
• Pension plan
• Personal insurance
• Communication package
• Opportunity to join Employee Resource Groups
• State of the art virtual work environment
• Employee Referral Program

This list does not promise or guarantee any particular benefit or specific action. They may depend on country or contract specifics and are subject to change at any time without prior notice.

Danfoss – Engineering Tomorrow

At Danfoss, we are engineering solutions that allow the world to use resources in smarter ways - driving the sustainable transformation of tomorrow. No transformation has ever been started without a group of passionate, dedicated and empowered people. We believe that innovation and great results are driven by the right mix of people with diverse backgrounds, personalities, skills, and perspectives, reflecting the world in which we do business. To make sure the mix of people works, we strive to create an inclusive work environment where people of all backgrounds are treated equally, respected, and valued for who they are. It is a strong priority within Danfoss to improve the health, working environment and safety of our employees.

Following our founder’s mindset “action speaks louder than words”, we set ourselves ambitious targets to protect the environment by embarking on a plan to become CO2 neutral latest by 2030.

Danfoss is an EO employer and VEVRAA Federal Contractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or other protected category.