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Zone Channel Manager
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Familiar with modern sales techniques: value sales, challenger sales gap selling. 5+ years of sales experience, with proven track record in driving B2B sales…

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Zone Channel Manager

Eaton -
Doncaster

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Job details

Qualifications

Microsoft Powerpoint
Sales
Engineering
English
Master's degree
Bachelor's degree
B2B sales
IT
Electrical Engineering
Business
Communication skills

Full job description

This role is Remote, with travel expected at least 3 days per week.

The Crouse Hinds (Global Energy Infrastructure Solutions) division is part of Eaton’s electrical sector and has over 125 years of experience in protecting people, processes and assets in the most challenging environments. Our strategic focus is on driving growth, leveraging innovation and building capability across our global network towards diverse customer base - end-users, EPCs, integrators, OEMs and distributors. We currently have an exciting new opportunity for a Channel Manager to join our team.

What you’ll do:

The Primary purpose of the zone channel manager is to create maintain and grow Eaton GEIS relationship within our local channel partners, EWS, technical distributors and resellers. Deploying and executing the Channel Strategy within the zone to deliver profitable sales and market share growth.

You will report to the zone leader and functionnaly to the channel director EMEA, you will work in collaboration with the other channel managers in your zone and with the direct account managers. You will focus on the strategic engagement of our key channel accounts for the Eaton GEIS product offering. Working with the sales, marketing and product management teams, you will ensure Eaton GEIS visibility, engagement and market share. You will implement penetration plans to increase our bid rates and market share with distributors.
Strong written and verbal communication skills.
Develop, adapt and execute a tailored strategic growth plan for each account, communicate to internal and external stakeholders to ensure alignment.
Develop and standerdized incentive plans / Partnership program with all main accounts aligned with the European development strategy.
Develop opportunities on existing products to gain measurable market share as well as assess and bring new Eaton products in to the business offering.
Continuous performance analysis per country / Zone.
Chair and coordinate monthly and quarterly business review calls to ensure relationship is on track and key trends and potential growth targets identified.Manage the administration and database of the Order
Accurate input in to budgeting and strategic growth plans process for key accounts.
Undertake competitor tracking within EWS to ensure visibility of market share and corresponding actions are taken, feedback to internal stakeholders.
Managing and attending exhibitor events to promote Eaton solutions.
Working in collaboration with peers in the company.
Participate in Order Center, EDI and CRM projects.
Conversion analysis, promotion and secure stock sales orders. Coordinating stock recommendations and requirements
Supervising and negotiation for the contracts with the EWS, key customers, CAPs and distributors
Identify new business development opportunities and potential new routes/channels to market, developing a business development strategy relating to the sales objective and channel management in line with the european startegy.
Plan strategic actions in line with company specific agreed objectives. Coordinate and manage marketing activities with the channels.
Work within the company’s pricing policy always, liaising closely with the Internal sales Department to ensure that all special prices / deals are registered in the office.
Plan strategic actions with your distributors, deploy the tier strategy, drive business reviews with your customers and compile your data in the different reports and growth management tools .
Ensuring that all ethical, Health and safety policies are followed and promoted within the business.

Qualifications:

Bachelor's / Master's Degree in Electrical Engineering, Software Engineering, or similar (Business & Sales related education will be considered as well), or proven experience in the same industry
5+ years of sales experience, with proven track record in driving B2B sales where diagnosing complex customer needs is critical (ideally electrical area,
however other relevant experiences will be considered)

Skills:

Essential to have proven commercial, sales and customer relationship experience

Experience with electrical products is a plus. Familiar with modern sales techniques: value sales, challenger sales gap selling.
Fluent written and spoken English langauge essential for this role.
Knowledge of the local market and the customers as well as the key issues affecting the markets. He will also have demonstrable experience in working with these markets so that he understand the decision making process and the complex nature of the major projects.
Experience with EWS and distributors
It is a requirement that the person holding this position will be technically competent within the hazardous area environment, understanding certification and legislation issues in and around that area.
A high degree of cooperation and team work with other Eaton Divisions in the region will be essential, the candidate will therefore be required to demonstrate his ability to work with other team members
A high degree of competence in use of tools for analysis of data for sales planning purposes – particularly excel, including the creation and use of pivot tables and advanced features, creating and delivering PowerPoint presentations.
Proven ability to execute upon strategic commercial objectives
Is able to build a result orientated and collaborative culture within and across functions to ensure effective resolution, determination and deployment of policies, tools and metrics with peers
Ability to influence, externally and internally
Able to articulate customer needs and priorities to senior stakeholders.
An accomplished and inclusive people leader, with the versatility to manage the diverse needs of customer and partners
Able to analyse complex scenarios and produce realistic and simplified solutions
Values and places ethical and safe behaviour as their first priority
Able to effectively opperate & communicate in a multicultural environment.
Receives difficult information professionally without assigning blame.

What We Offer

Competitive compensation and benefits package
Challenging projects in dynamic collaborative team
We make your aspirations matter – Eaton encourages internal promotion, whenever possible
We make your growth matter - We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University.
We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people’s lives and the environment through power management technologies.

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, color, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.

#LI-JG1

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.

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