Channel Sales Manager

Title:               Channel Sales Manager

Division:          Sales

Location:         Aerotech China

Reports to:      China Director

Hours:             9:00 am – 6:00 pm, Monday – Friday; additional hours as needed

Position Summary

Plans, controls and directs the activities of channel partners (may consist of manufacturing representatives, trading companies or system integrators). Focus on R&D business, the region of coverage for this position will be China.

Essential Functions

  • Mentor and manage assigned partners in projects, provide excellent technical solutions and pre-sale technical supporting
  • Secures orders for company products and services required to meet the established forecast and sales goals for the assigned Channels and system integrators.
  • Mentor the assigned partners to ensure compliance with the Aerotech sales process
  • Accurately maintains the Aerotech CRM
  • Assist in developing sales strategies for large accounts/opportunities with assigned partners
  • Conduct forecast and pipeline calls with partners in biweekly
  • Runs monthly sales meetings to review pipeline, forecasts, and progress on goals with China Director
  • Works with partners to develop monthly and annual forecasts while maintaining a high level of accuracy in the monthly forecast and pipeline
  • Meet regularly, face-to-face, with partners to observe and review performance
  • Proactively recruit new qualifying partners per assigned sales plan
  • Executes and ensures compliance of channel partner agreements
  • Prepares quotations and proposals for delivery to partners
  • Coordinates product and sales training to a team of partners; may deliver training personally or utilize subject matter experts to deliver

Additional Duties

  • Conducts face-to-face selling visits either with the partners or directly when applicable
  • Writes trip reports for visits in CRM, as required
  • Assists in the preparation of, and participates in trade shows and formal product demonstrations for selected customers and industries
  • Acts as a liaison presale between the partner or the customer and the inside sales/applications staff when higher levels of technical support are
  • May establish pricing for quotes, on a case by case basis
  • Resolves customer problems either directly or through channel partner as needed
  • Participates in and coordinates demonstrations (lunch and learns), field trials (beta testing), market studies and campaigns
  • Identifies market and competitor trends and communicates these to product management/business intelligence team
  • As assigned

Knowledge, Skills, and Abilities

  • Strong interpersonal skills; able to motivate, coach and mentor partners
  • Advanced sales skills and knowledge
  • Skilled at defining problems, collecting data, establishing facts, and drawing valid conclusions
  • Able to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables
  • Ability to clearly communicate with people at all levels of an organization; excellent written and verbal communication skills
  • Skilled at calculating discounts, interest, commissions, proportions, percentages, area, circumference, and volume, as well as, applying concepts of basic algebra and geometry to standard business and mathematical problems
  • Intermediate level of computer proficiency utilizing Microsoft Office and Google products
  • Critical thinking and complex problem-solving skills
  • Good organization skills and attention to details and accuracy

Minimum Qualifications

  • Bachelor’s degree (Bachelor of Science or Bachelor of Arts) from an accredited college or university
  • Minimum of 5 years of related, relevant experience in channel management
  • Prior experience selling hi-tech equipment required
  • Prior motion control experience is a plus
  • Command (written and spoken) of the English Korean and Japanese is a plus

Working Conditions / Physical Requirements

  • Work is generally performed in an office environment
  • May be required to sit for extended periods of time
  • The employee may occasionally be required to lift and/or move up to 25 pounds


Note: The above Job Description is representative of the responsibilities and qualifications necessary to be successful in this role. It does not encompass every job duty or responsibility; other tasks may be assigned as necessary. Further, the job description does not alter the at-will nature of employment with the organization and does not create a contract of employment