Channel Development Manager
About The Position
The Channel Development Manager (CDM) is an individual contributor within the Channel Sales team, responsible for driving revenue growth by expanding and optimizing sales channel performance across an assigned territory. Working collaboratively with Lenze sales teams and distribution partners, the CDM develops and executes channel strategies that increase OEM and end-user business, strengthen partner relationships, and accelerate market penetration while aligning with overall business objectives. You are an energetic, highly competitive sales professional who loves the challenge of uncovering new opportunities and winning business. With a strong industry background and natural relationship-building skills, you are driven by achieving targets, growing market share, and delivering results. You are self-motivated, accountable, and committed to both individual excellence and team success.
Requirements
- Bachelor’s degree in Engineering, Business, Marketing, or a related field; equivalent combination of education and experience will be considered.
- 5+ years of successful sales experience in industrial automation, motion control, electrical, mechanical, or related industrial markets, with a demonstrated hunter mentality and track record of growing revenue.
- 2+ years of experience working with, managing, or supporting industrial distribution partners, with a strong understanding of distributor business models, processes, and channel sales strategies.
- Technical aptitude with the ability to understand and communicate electrical and mechanical solutions and applications.
- Competitive, results-oriented mindset with a passion for identifying new business opportunities and exceeding sales targets.
- Strong relationship-building skills with the ability to influence and collaborate effectively with customers, distributors, and internal stakeholders.
- Excellent verbal, written, presentation, and interpersonal communication skills.
- Proven ability to work independently, take initiative, and successfully manage multiple priorities in a fast-paced environment.
- Strong organizational, planning, and time-management skills with attention to detail.
- Strong proficiency in Microsoft Office Suite, CRM platforms (e.g., Salesforce, Microsoft Dynamics), and business systems.
- Ability to travel up to 40% within the assigned territory for customer meetings, distributor visits, trade shows, and training events, including overnight travel and transportation by both automobile and air.
Nice To Haves
- Experience with SAP or similar ERP platforms is a plus.
Responsibilities
- Drive the growth, engagement, and performance of distribution partners through strategic support, coaching, and relationship management, while accelerating new business acquisition and market share growth across the territory.
- Lead channel marketing initiatives and demand-generation activities to expand customer accounts and increase sales through distributor partners.
- Identify, cultivate, and grow relationships with OEMs and end users in collaboration with Lenze sales teams and distribution partners.
- Assess existing channel partners for strategic alignment and performance, while identifying new partnership opportunities to support business growth.
- Conduct market mapping to identify potential distribution partners and support contract negotiations in coordination with management.
- Facilitate quarterly and annual business reviews, including performance analysis, goal setting, and action planning.
- Develop and deliver product, sales, and application training utilizing internal and external resources.
- Serve as the primary point of contact for distribution partners, providing support with order management, issue resolution, and operational needs.
- Collaborate cross-functionally with sales, marketing, customer service, and operations teams to ensure successful execution of channel strategies and customer support initiatives.
- Represent Lenze at customer visits, industry trade shows, training events, and other business development activities.
- Monitor market trends, competitive activity, and customer needs to identify growth opportunities and strengthen channel performance.
Benefits
- Blue Cross Blue Shield Medical Insurance – multiple plan options
- Blue Cross Blue Shield Dental Insurance
- FSA, HSA options
- Vision Insurance
- 401k with company match, fully vested
- Paid Time Off
- 10 company paid holidays
- Company paid disability & AD&D insurance
- 100% paid parental leave after one year of service
- Supplemental insurance plans (Identity theft, cyber protection, additional life, etc.)
- Tuition reimbursement
- Many of our positions offer flexible schedules to meet your needs
- Relaxed business casual environment
- Sit/Stand desks for onsite office positions
- Frequent team building activities
- Career development opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
