Job Description
Danfoss Drives is currently looking for our next Channel Sales Manager. 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.
Danfoss is a world leader employing more than 40,000 employees and serving customers in more than 100 countries. We are a privately held engineering company owned by the founding family, with a proud history of innovation dating back to the founding of the company in 1933. We meet the growing need for infrastructure, food supply, energy efficiency and climate-friendly solutions. Our products and services are used in areas such as Refrigeration, Air Conditioning, Water & Wastewater, Food & Beverage, Marine, Chemical Oil and Gas, Heavy Industrial applications as well as general motor control in machinery.
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 industrial segment and to driving sustainable growth for the organization.
Job Responsibilities
Responsibilities for this position include, but are not limited to, the following.
- 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.
- Coordinate Win Rooms with Danfoss and partner resources to increase success in key partner opportunities.
- Develop and consistently maintain a strategic business plan with each assigned distribution partner that includes development plans and an agreed upon sales quota that aligns with Danfoss targets.
- Develop and drive end-user, OEM and System Integrator sales opportunities thru our channel partner network and manage each partner’s opportunity pipeline in Salesforce.
- Be the knowledge expert on the channel market dynamics and competitive landscape within assigned territory with responsibility for coverage optimization that includes new partner recommendations, territory changes and module updates.
- Utilize comprehensive market knowledge to enhance the Partner Program’s value proposition and Ease of Doing Business Processes to position Danfoss as our partner’s VFD supplier of choice
- Travel up to 70% with limited international travel
- Coordinate and support partner and customer training events, technical presentations, road shows, special promotions, and joint sales calls with partners
- Ensure existing and potential partners understand and convey the Danfoss Drive value proposition.
Background & Skills
At Danfoss, we believe that a diverse and inclusive workplace fosters creativity, innovation, and a broader perspective in decision-making. When you consider this job posting, do you feel like your profile is not a perfect match? Numerous studies have found that women and people of color are more likely to apply only when they meet all requirements listed in the job posting. Even if you do not check all the boxes, we encourage you to apply anyway. We are curious to find out how you can bring new insights to the role or to Danfoss as an organization.
The ideal candidate possesses these skills.
Requirements to educational background
- BA/BS or equivalent work experience
Requirements to working 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.
Employee Benefits
We are excited to offer you the following benefits with your employment:
- Bonus system
- Paid vacation
- Possibility to work remotely
- Personal insurance
- Opportunity to join Employee Resource Groups
- 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.
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