Location: Western Europe, with a preference of Belgium & the Netherlands
About the Business Unit:
Thermal Process Management (TPM) is comprised of three main companies with unique and distinguished product solutions: www.csiheat.com, www.obcorp.com and www.universalanalyzers.com.
Position Overview:
We are seeking a dynamic and experienced Channel Manager to join our team in Europe. As the Channel Manager, you will be responsible for developing and managing strategic relationships with channel partners and select direct accounts across the region. Your primary focus will be on driving revenue growth, expanding market share, and ensuring the successful execution of TPM’s channel strategy in alignment with the company's overall business objectives for the O’Brien, Universal Analyzers and Barben brands.
Key Responsibilities:
Channel Partner Management:
- Identify, recruit, and onboard new channel partners in alignment with TPM's strategic goals.
- Nurture and strengthen relationships with existing channel partners to maximize mutual success.
- Provide ongoing support, training, and communication to ensure partners are well-equipped to represent TPM's products and services effectively.
- Maximize Channel Partner contribution by completing analyses to identify regional coverage and performance gaps with existing partners; ongoingly monitor and adjust strategy.
- Develop and communicate clear channel policies, guidelines, and incentive programs to drive partner engagement and performance.
Sales and Revenue Growth:
- Develop and implement sales strategies to achieve revenue targets through channel partners.
- Collaborate with partners to identify and pursue new business opportunities and markets.
- Monitor and analyze market trends, competitor activities, and customer needs to drive sales growth.
- Maximize Key Account contribution and network across both End User and Analyzer System Integrator segments by developing, executing and refining key account play book and profiles.
- Conduct technical interface and training sessions with Subject Matter Expert Teams on Analytical, Instrumentation and Mechanical Offerings at End User and Key Accounts resulting in specification conversion to existing solution offerings and New Product Development initiatives.
Cross-functional collaboration:
- Collaborate with internal teams, including sales, marketing, product development, and customer support, to ensure seamless communication and coordination with channel partners.
- Provide feedback and insights from the field to contribute to the development of TPM's overall business strategy.
Position Requirements:
- Bachelor’s degree in Mechanical, Industrial, or Chemical Engineering, or equivalent combination of education and experience.
- Experience with technical/analytical products in industrial markets within Oil & Gas and Petrochemical markets.
- Experience in the management of key accounts and channel partners including identification, contracting, training, and on-going management.
- Strong understanding of analytical products and market dynamics.
- Excellent communication, negotiation, and relationship-building skills.
- Experience in closing sales deals and long-term project pursuit.
- Experience with SalesForce or similar CRM platform preferred.
- Experience presenting to clients, from a technical sales/business development perspective.
- Fluent in English (written and spoken). Mastering any other European language is preferred.
- Ability to travel up to 40% of the time within Europe.
- This position may be home office-based, depending on the candidate’s proximity to Europe AMETEK offices.
Ametek is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.