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Job Details

Channel Partner Manager

Company name
Fairbanks Morse Engine

Beloit, WI, United States

Employment Type


Posted on
Apr 11,2019

Valid Through
Jul 25,2019

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Channel Partner Manager is responsible for growing an assigned market segment, geographic region, and/or key customer(s). This role is accountable for initiating and growing our Channel Partners, direct sales growth, direction of organic growth for assigned segment and/or region, or assigned customer(s).Ability to travel domestically and internationally as required. Position expected to be located in Brazil.

Principle Duties and Responsibilities

Leadership team member in Latin America for overall strategy and growth

Grow our Power Systems, Services and Solutions business with existing partners/customers as well as new partners/customers in the assigned market, region and/or assigned territory

Develop sales growth strategy for assigned market segment, geographic region, and/or key customer(s)

Visit prospective buyers at commercial, industrial, or other establishments to listen and inform them about product pricing, availability, and advantages

Confer with customers and engineers to assess equipment needs and to determine system requirements

Interact with multiple internal functions as and when necessary to to provide customers with high quality support and ensure needs and solutions are met effectively. Develop strong customer relationships and dependency

Research and identify potential partners/customers for products or services, and coordinate implementation of agreements

Manage partners development and performance, providing support as and when necessary

Support installed base management and development of sales programs for maintenance and operation throughout the equipment life cycle

Collaborate with sales support teams to develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions

Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments

Collaborate with sales support teams to understand customer requirements, to promote the sale of company products, and to provide sales support

Share feedback with marketing team to plan and modify product configurations to meet customer needs

Promotion development plan: media, frequency, and tools

Development of new marketing collateral and selling materials

Selection of trade shows

Prepare and deliver presentations that explain products or services to customers and prospective customers

Develop sales plans to introduce products in new markets

Maintain sales and marketing forecasting reports

Present company background, experience and products to customers, engineering consultants, as well as various organizations, industry workshops or trade groups

Attend trade shows and seminars to promote offering or to learn about industry developments

Provide support to Fairbanks Morse project management throughout the quotation and order fulfillment phases

Provide support to Fairbanks Morse marketing team

Support global CRM implementation and subsequent CRM management

Develop, maintain and improve processes and business systems

Support a team environment that ensures alignment to company goals, objectives, and corporate values

Lead in a manner that supports the EnPro transformation and Fairbanks Morse’s values of Safety, Excellence, Respect, Integrity, Responsibility and Accountability

Collaborate with peers and others within Fairbanks Morse and across EnPro

Required Skills

Qualifications and Educational Requirements

Bachelor’s degree in Engineering or Business required. Masters preferred.

7 years of experience in Channel Partner/Distribution Management. Experience in selling shipyards, naval engineering firms, vessel owners/operators or in Industrial Power Generation and Oil and Gas markets preferred.

Must possess / gain technical expertise in power systems.

Comprehensive understanding of relevant markets

Must have demonstrated capability of working / negotiating with the senior decision makers within customers (President, CEO, VP, Managers etc.).

Build effective working relationship with the company’s support organization.

Excellent communication skills, both verbal and written; ability to interface and gain trust cross functionally and effectively manage in a matrix organization.

Demonstrated ability to evaluate and balance team and individual workloads through effective time management, prioritization, and organizational skills.

Model scenarios with data and analysis for decision-making. Drive tactical needs while understanding connectivity to the strategy and profitability.

Proficiency in MS Office; Proficiency in Google Apps; Experience with Oracle software preferred

Previous experience in sales or sales management is required

Experience negotiating and interpreting contracts is preferred

Ability to travel domestically and internationally as required

Proficiency in Spanish is a plus

Job Location

Beloit, Wisconsin, United States

Position Type


Company info

Fairbanks Morse Engine
Website :

Company Profile
Fairbanks Morse Engine, based in Beloit, Wisconsin, USA, is a worldwide leader in engine technology and manufacturing. Since the company's inception in the 1870s, Fairbanks Morse has produced a wide variety of products, including the Eclipse Windmill, the Train Master locomotive, and the first commercially successful gasoline engine in 1893.

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