Fairbanks Morse Engine
Beloit, WI, United States
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
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
Beloit, Wisconsin, United States
Fairbanks Morse Engine
Website : http://www.fairbanksmorse.com
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.