Channel Manager, APAC

POSITION OVERVIEW

We have an immediate need in our Sales department for an experienced Channel Manager, to join our team in the Markham, Ontario office.  This position offers an exciting and challenging opportunity for a motivated Channel Sales professional to cultivate and grow business through our distribution partners in the Asia Pacific territory.

The incumbent will be responsible for the development of established sales channels, as well as for growing business in all market segments in the territory.

This position reports directly to the Regional Manager – APAC & EMEIA, and is responsible for researching, developing, and cultivating strong business relations with our distribution partners, and their customer base, in your region.

RESPONSIBILITIES:

The Channel Manager:

  • Develops and grows the business through distribution and technology partners for key countries in the Far East market (includes: Korea, Japan, Australia and New Zealand; excludes: China, Taiwan, India, Bangladesh, Sri-Lanka)
  • Achieves sales, profitability, and partner recruitment objectives; responsible for meeting revenue quota for assigned region
  • Wins, maintains, and expands relationships with assigned channel partners, by establishing productive, professional relationships with key personnel in assigned partner accounts
  • Is responsible for ensuring the partners are delivering on their commitments
  • Coordinate the involvement of other departments, i.e. Engineering and Marketing, along with management resources, in order to meet partner performance objectives and partners’ expectations
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Sells Quanser solutions to countries that are not covered by distributors
  • Posses the ability to confidently discuss issues such as:
    • Letters of intent, Letters of Credit
    • Payment terms
    • Shipping
    • Arranging demonstrations, co-selling
    • Conflicts of interest
    • Regulations
    • Contracts
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis
  • Cajoles, encourages, and manages Distributors to perform!
  • Forecasts and reports regularly on direct sales and distributor activities
  • Supports and manages all communications with distributor base
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Ensures partner compliance with partner agreements
  • Multi task at home base and on the road
  • Road show planning and execution with distributors
  • Travel is required for this role (approximately 30% of the time)

QUALIFICATIONS:

  • A Bachelors Degree or higher in Engineering from a recognized University (preferably in the field of Mechatronics, Mechanical, Electrical or Control).
  • At least 3-5 years of professional sales and channel management experience in a technology company is preferred
  • Previous experience with international business is required
  • Previous work experience with academia (i.e. research assistant, lab manager, direct sales, etc.) would be considered an asset

SKILLS/COMPETENCIES/ATTRIBUTES:

  • Strong communication skills (fluent in written and verbal English)
  • Ability to communicate in other languages native to the region would be considered an asset
  • Strong Presentation skills
  • Well organized
  • Demonstrate understanding of role ownership and accountability
  • Must be willing to take a tactful approach and push boundaries, question processes and suggest improvements
  • Ability to embrace and drive change with a  “Make it Happen” attitude
  • Strong project management skills
  • Creative Thinker
  • Quick-thinking and looking to improve sales skills
  • Confidence in dealing with cross-functional experts
  • Ability to operate effectively in high pressure situations
  • Must be a team oriented self-starter with a strong work ethic, and a sense of urgency
  • Ability to focus, prioritize, multi-task, and meet difficult deadlines
  • Must be detail oriented, and have the ability to work with minimum supervision
  • Ability to work effectively, and coordinate efforts, with other departments to ensure targets are met
  • Open to feedback, and suggestions from co-workers, and supervisor
  • Must have strong organizational and time management skills

TECHNICAL SKILLS:

  • Experience working with a CRM system (Microsoft Dynamics CRM experience would be considered an asset)
  • Familiarity with Control Systems & Robotics
  • Familiarity with MATLAB, Simulink & LabVIEW
  • Familiarity with DAQ boards, sensors and actuators
  • Proficient in Microsoft Word, Excel & Access

COMPENSATION AND BENEFITS

Quanser has a team oriented and technologically passionate culture, offering competitive salaries commensurate with experience level and a full company benefit package.  Compensation for this role will be comprised of base salary plus the potential to earn commissions and bonuses.

Apply Now

Channel Manager, APAC

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Quanser Consulting Inc. is an equal opportunity employer, and is dedicated to building a diverse workforce representative of the communities we serve. We are committed to providing employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act. If contacted for an employment opportunity, please advise Human Resources if you require accommodation. Quanser encourages all qualified candidates to apply.