This position is part of the Novanta Robotics and Automation team, which includes the Celera Motion and ATI Industrial Automation product portfolios. 

Celera Motion’s precision component and subsystem solutions solve application-specific challenges for technology-driven original equipment manufacturers from a range of markets, including surgical robotics, semiconductors and warehouse automation/humanoids.

ATI Industrial Automation is a leading developer of robotic accessories and robot arm tooling – including automatic tool changers and Force/Torque sensors – used in various industries to enhance robotic productivity and efficiency.

Summary

The Channel Manager is responsible for managing contracts, pricing, and the overall channel strategy to support and profitably grow Novanta business at assigned and new channel partners. The successful Channel Manager will work closely with our existing channel partners to support training needs and to identify new business growth. In addition, he or she will analyze markets to build and execute a strategy for improving commercial coverage toward accelerated growth. Your top focus is to optimize our channel strategy by evaluating each channel partner and their performance to deliver above target revenue growth.

Primary Responsibilities

• Execute channel management sales activities to profitably grow Novanta market share for all Robotics and Automation (R&A) products in the assigned geography
• Build strategy for increased commercial coverage to include identifying and ramping up new channel partners and expanding product offerings at existing partners.
• Own the relationship at the channel partners and build relationships with the key stakeholders
• Develop detailed business plans with each channel partner and execute specific OEM target account plans to drive new business growth
• Create a scorecard template to measure existing distributors and to evaluate new channel partners
• Conduct quarterly review meetings to ensure that the business plan execution is on track
• Collaborate with Product Management & Marketing team to develop leads suitable for channel partners
• Deliver effective R&A focused presentations to assist in developing new accounts with the channel partners
• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the channel partner list, including the use of Salesforce to maintain accurate records to maximize potential and track progress of each partner’s business plan
• Coordinate product and application training to increase each distributor’s product and application competency

Required Experience, Skills, Competencies

• At least a technical Bachelor’s degree is required
• 10+ plus years of channel sales experience with technical products
• OEM identification and development experience preferred
• Proven track record of expanding sales through Channel Partners
• Salesforce funnel management competency
• Effective time management and organizational skills
• Excellent communication, data analysis and presentation skills
• Proven ability to negotitate contracts and pricing agreements
• Motion Control and Robotic Industry experience is recommended
• Ability to analyze sales data to determine appropriate actions to improve account positioning
• Results driven with ability to manage multiple priorities with highly effective follow-up skills

Travel Requirements

• Approximately up to 50% local territory travel