Sales Manager, Channel Partnerships

Work at OMRON!

Omron is a leading global manufacturer of industrial automation products focused on sensing and control technologies. Omron Automation-Americas, headquartered in Hoffman Estates, IL, is the industrial automation subsidiary of Omron Corporation, a $8 billion global technology company celebrating more than 80 years of success.

Omron Automation Americas is seeking an energetic, high-potential Sales Manager, Channel Partnership, to lead the development and execution of channel sales strategies that drive growth and maximize sales of OMRON products across regional and national distribution partners. In this player-coach role, you will lead and mentor a team of Channel Partner Managers while also directly managing key distributor relationships. You will be responsible for driving revenue growth, strengthening strategic partnerships, and ensuring alignment between channel activities and overall business objectives. The ideal candidate should reside in the Western region.

 Our Commitment to Employees:

• Training and Career Development Program to give employees a learning path with the necessary tools and resources they need to help build their career at Omron.
• Great financial opportunities with competitive compensation, immediate 401k match with 100% vesting, profit sharing, and Blue Cross Blue Shield for medical, dental, vision and prescription drug benefits.
• Community Awareness that includes activities with local non-profit organizations and a Matching Gift Program.
• Work-Life Balance with Flexible Work Arrangements, Flexible Work Hours, and Sick/Vacation/Holiday Pay.
• Wellness Activities such as Walking Contests, Nutritional Learning Sessions, On Site Flu shots and Health Screenings.

RESPONSIBILITIES:   

• Channel Strategy Development: Design and implement effective channel sales strategies to expand Omron’s market presence and achieve sales targets.
• Team Leadership: Manage and provide leadership to a group of Channel Partner Managers (CPMs) assigned to Distributor partners, guiding them on the execution of account plans and sales objectives.
• Skill Development: Oversee the development of CPMs' technical and commercial skills to enhance their effectiveness and career growth.
• Escalation Point: Act as the primary escalation point for CPMs to Customer Care, Supply Chain, Marketing, etc., ensuring prompt resolution of issues.
• Relationship Management: Build and maintain relationships with Distributors, Value-Added Resellers, and System Integrators to enhance product distribution and visibility.
• Sales Analysis: Understand the balance of top-line sales utilizing market knowledge to inform business decisions and strategies.
• Sales Planning: Establish a comprehensive sales plan, both commercial and technical, that meets and exceeds organizational goals and objectives.
• Business Compliance: Ensure compliance with the use of business systems and processes, including CRM, ERP, and other sales tools to streamline operations and reporting.
• Coaching and KPI Management: Coach and assist CPMs to meet or exceed goals, targets, and business objectives through KPI management and a Plan-Do-Check-Act (PDCA) process.
• Talent Acquisition: Contribute to talent acquisition efforts, including involvement in hiring plans and decisions for Channel Account Managers.
• Field Engagement: Required to travel with CPMs to develop, monitor, and support sales performance directly in the field.
• Perform other duties as assigned to support the overall success of the channel sales team.

EDUCATION, EXPERIENCE AND CERTIFCATIONS:

Education: Bachelor's Degree in Engineering, Technology, Sales, or similar field, or sufficient experience that contributes to the role.

Experience: At least 5-7 years of sales leadership and team management experience in Industrial Automation.

KNOWLEDGE, SKILLS, AND ABILITIES - The responsibilities listed below are representative, but not all inclusive of the knowledge, skill, and/or ability necessary to satisfactorily and successfully perform the essential duties of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

Technical Abilities: Sales experience with some or all of the following products: Machine Vision Systems, Motion Control (Servos, Drives, Controllers and Motors), PLC/HMI (hardware, software and interfaces), Components (Sensors, Relays, Switches, etc.), Safety (Light Curtains, Controllers, Sensors and E-Stops) and Auto ID (Barcode and RFID) within Automation.

Behavioral Profile: 

• Demonstrated ability to lead, mentor, and develop a sales team.
• Proven track record of driving successful customer engagements.
• Energetic, driven, and focused on achieving results.
• Strong relationship-building skills with a personal commitment to success.
• Capable of multitasking and collaborating effectively across functions.
• Excellent organizational skills.
• Strong interpersonal, listening, questioning, and communication skills.
• Ability to build trust and establish networks while ensuring successful customer interactions.

QUALIFICATION REQUIREMENTS - The requirements listed below are representative of the physical and environmental factors the job holder will encounter. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position. 

Physical Requirements: While performing the responsibilities of the job, the employee is often required to talk, hear at normal speaking levels, sit and use their hands and fingers to type, handle or feel, including repetitive motions with the wrists, hands and fingers. Activities include extended periods of sitting, standing and walking. Traveling to visit customers may require continued walking, up to a mile in distance at a time.

Environmental Factors: The job is performed both indoors in a traditional office setting and outdoors traveling to and from customer accounts and sales offices. The position is not substantially exposed to adverse environmental conditions.

Travel Requirements: This role will require regular travel to partner locations and regional offices alongside the Channel Account Managers (CPMs) to maintain strong partnerships and support sales efforts. The candidate must be willing to travel up to 50% of the time, both locally and nationally, as well as internationally within the US and Canada.

Conclusion – This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. But, this job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.

The annual base salary range for this role is $110,000 - $170,000 a year, however, base pay offered may vary depending on geographic region, internal equity, job-related knowledge, skills, and experience among other factors. This position is also eligible for an annual performance-based bonus program. Candidates will be assessed and provided offers against the minimum qualifications of this role and their individual experience.

Don’t meet every single requirement? Studies have shown people are less likely to apply to jobs unless they meet every single qualification. At Omron, we are dedicated to building an inclusive, and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Omron is an Equal Opportunity Employer. We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, we comply with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.