Job Title: Distribution Accounts Manager – General Industry
Reports to: Local Division Manager
FLSA Status: Exempt

Summary

Primary responsibility is to grow sales with existing distribution network and develop new distribution accounts. Current distribution mix includes Global, National Distributors and a large number of retailers and wholesalers. Each distribution network requires different strategies which consider product portfolio, pricing levels, incentives, training, logistics and inventory levels, marketing and on-site support. The account Manager will be required to develop and implement strategies in collaboration with the North American Headquarters and Global Headquarters in Switzerland. Current focus for distribution is Modular connectors, Test & Measurement and Emobility products.

Essential Duties and Responsibilities

• Identify relevant distributors in North America and their market focus and segmentation
• Full analysis of the core distributors including structure, sales concept, pricing strategy, logistics, competitive environment and fit for our products.
• Develop targets for each distributor and strong tracking systems to measure progress and results.
• Maintain and analyze distribution product portfolio, analyze trends and necessary adjustments to increase turnover of specific product groups.
• Support creating, maintenance and record keeping of distribution agreements.
• Create tailored introduction presentations for new distributors and training material for existing accounts.
• Frequent event coordination to promote our products, including utilization of company Demo Van.
• Strong data management skills to manage point of sales reports, forecasting and other KPIs.
• Preparation of progress reports for weekly meetings and presentations to Senior Management.
• Strong interpersonal skills and opportunity identification.
• Excellent understanding of competitors and strategies for each.
• Effective use of Dashboards and KPIs to measure progress and results.
• Work with various stakeholders for local and global strategy Implementation.
• Effectively utilize time to efficiently cover the North American market and perform administrative duties such as call reports and correspondence.
• Develop good communication and rapport with the decision-making personnel and with all staff at customers and headquarters.
• Keep apprised of industry trends and new product developments. Keep management informed of competitive activity and business conditions. Recommend appropriate action.
• Maintain a record of the location of all Stäubli property.
• Submit required paperwork on required dates, including call reports and expense reports.
• Assist in setting annual sales goals. Standards must be demanding yet attainable, and therefore reviewed and revised periodically.
• Assist in setting sales policies and ensuring they are clearly understood, followed and consistently reviewed.
• Be strong, confident and inspirational in mentoring and managing distribution partners and be able to evaluate their performance by using the strong points and correcting the weaknesses of each to develop the highest degree of productivity.
• Possess strong decision making skills and the ability to make decisions in a timely manner. Must display a willingness to take reasonable risks within the bounds of authority and accept responsibility for decisions. Decisions are to be consistent with company policies, procedures and objectives.
• Encourage others to contribute ideas and opinions; listen to these ideas attentively. Effectively communicate with the Sales Department, handle questions promptly and explain decisions thoroughly.
• Responsible to participate in Networking events, tradeshows, webinars, expert panels, certification groups, publish white papers, and other marketing events.
• Ensure all social media support the Staubli guidelines, and self-monitor social media platforms to ensure on-going compliance and voice of Staubli.

Qualifications

To perform this job successfully, an individual must:
• Be able to perform each essential duty satisfactorily.
• Use good oral and written communication skills to work effectively with customers and other staff.
• Be a team player willing to assist where needed, and be a self- starter and work under limited supervision.
• Be able to use critical thinking and problem solving to resolve customer issues.
• Exhibit computer skills: Microsoft Office, File Maker, Internet, e-mail

Education and/or Experience

• Technical degree or Business degree, BS preferred
• Minimum 2 years of successful distribution management experience.
Travel
50% Expected within USA/ Canada
Occasional travel to Europe/Mexico