What are the responsibilities and job description for the National Sales Channel Manager - Independent Distributors position at Makino?
SUMMARY
Under general direction of the EVP, the role oversees RSMs and operation of independent distributors within an assigned territory to achieve performance requirements.
ESSENTIAL DUTIES, RESPONSIBILITIES
- Establish the annual sales unit forecast/plan for the respective territories using the feedback from both the local sales territories representatives and the local distribution principals.
- Quarterly meetings with the RSM and distributor principals to review performance against the established plans. The formulation of recovery plans should there be shortfalls.
- Manage and develop the RSMs and effectively guide them and their respective activities within both the MM and AH organizations
- Prepare the requirements including events, participation strategies and tactics to ensure channel order plan is met.
- Prepare a unit forecast on a monthly basis by distributor channel in addition to the submittal of a rolling 30-60-90-day forecast. A formal review of the 30-day forecast with EVP prior to the monthly MPS meeting
- Drive portfolio margin by platform (VMC and HMC) for quarterly review in comparison to guidelines established with the by annual BP.
- Provide sales and sales assistance to RSM's and channel sales personnel
- Communicate with all channels regarding named account activity with local channel being made aware and participate in local plant activity.
- Coordinate all named account activity with named lead person (RSM and/or National Sales Channel Manager).
- Assist the channels with sales support, the navigation of project though both the MM and Auburn Hills organizations. Enable/challenge the local distribution management around the business model in understanding what it requires to successfully sell Makino equipment.
- Establish and maintain robust working relationships with local channel ownership and key leadership team.
- Establish proposal priorities for respective channel(s)
- Establish and maintain strong working relationships with the internal MM organization
- Achieve and sustain market share objectives by product platform (HMC and VMC) in each independent distributor channel and balance the product portfolio.
- Other duties may be assigned.
SUPERVISORY RESPONSIBILITIES
Assigned regional managers
- Deals with issues and concerns in a firm and timely manner
- Regularly reviews performance and holds timely discussions
- Deals effectively with conflict.
QUALIFICATIONS
- Ability to communicate effectively with both, technical and executive level personnel.
- Excellent product knowledge relative to product offerings.
- Excellent presentation skills.
- Excellent part processing skills with the ability to communicate the complexities to potential customers and distributors.
- Ability to present a professional image.
- Ability to negotiate effectively with both, customers and distributor principals.
- Rational decision-making skill
- Ability to travel both domestically and internationally.
- Ability to lead others with an appropriate and effective set of core values, ethics and beliefs.
EDUCATION and/or EXPERIENCE
- Minimum of BS degree in mechanical engineering or manufacturing technology engineering or equivalent combination of education and experience.
- 10 years minimum of metal cutting experience specifically focused on machining center and EDM applications within a manufacturing engineering environment.