Strategic Channel Manager

Job Title

Lead the USA execution of PIJ, CIJ, PALM and end market sales strategies and plans through effective internal collaboration and customer relationship management. Expand business footprint by acquiring and growing new / current channel partners (Value Added Resellers, OEMs, Integrators and Manufacturer's Representatives) gathering information on market trends, value points, and customer satisfaction within CPG and Non-CPG end markets. Apply advanced financial analysis to evaluate business choices and prepare various options considering short- and long-term effects. Translate Voice of the Customer (VOC) input into Diagraph technology roadmaps and new product initiatives in collaboration with Strategic Marketing. Establish and manage Discovery Driven Planning (DDP), Bottoms-Up Account Management, Market Share Gain, Share of Wallet and business plan process inputs (market, program, projects, product, volume detail) and track changes as conditions or market trends change. Coordinate CRM tools, Sales Forecast and Actuals data for accurate planning, effective decision-making and financial outlooking. Build Channel Strategy in collaboration with the Commercial Director and Strategic Marketing. Maintains focus on continuous improvement by applying 80 / 20, PLS, and USA principles / techniques and makes process improvement recommendations to management.

Position Qualification Requirements

Education : Bachelor of Science degree in business / technical field

Experience / Skills :

• 10+ years of experience in sales of industrial products
• Exceptional leadership and communication skills, with the ability to drive business growth and distill major issues from background noise
• Strong analytical, financial, and reasoning skills, with an understanding of current business financial measurement tools
• Commercial awareness regarding CPG, Non-CPG markets, marking and coding products, business capability, and services, with a strategic mindset on markets, products, and projects
• Strong industrial equipment aptitude, with an understanding of complex packaging and processing technologies / applications and the ability to apply knowledge to Diagraph's products as solutions to customers' needs and pain points.

Other Requirements and Conditions

Physical / Visual Activities or Demands : Physical / visual activities or demands that are commonly associated with the performance of the functions of this job.

While performing the duties of this job, the employee is frequently required to talk, hear, sit and type, occasionally twist / turn, reach above shoulder and outward, stand, walk, bend, and grasp with hands. The employee must carry up to 50 pounds occasionally and push and pull up to 20 pounds occasionally. Specific vision abilities required by this job include concentrated attention, close vision, far vision, depth perception, color vision, and the ability to bring object into sharp focus.

Working Conditions : Working conditions commonly associated with the performance of the functions of this job.

Typical Office (50%) & Plant Conditions (50%) Travel (

Machines, Tools, Equipment and Work Aids that may be representative but not all inclusive of those commonly associated with this position : Computer, Microsoft Office Suite, CRM software packages (Macola, ESynergy, Crystal Reports), photocells, encoders, calculator, telephone, scanners, printers.

License(s) / Certification(s) Required : None

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job-related instructions and to perform other job-related duties as requested, subject to all applicable state and federal laws.

Certain job functions described herein may be subject to possible modification in accordance with applicable state and federal laws.

"Commonly associated" is not intended to mean always or only. There are different experiences that suggest other ways or circumstances where reasonable changes or accommodations are appropriate.

All activities, demands, conditions and requirements are linked to essential job functions.

As an Equal Opportunity / Affirmative Action Employer, ITW Marking & Coding does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other categories protected by federal, state or local laws. EOE / M / F / Vet / Disability