Massachusetts Green Jobs

Gems Setra is seeking a North America Channel Development Manager to join our dynamic Sales organization! This position will manage all business development activities as it relates to channel partner revenue and growth. Through close cooperation and partnership with leaders across the marketing and sales functions, this role will be responsible for building and implementing a comprehensive channel marketing plan. Through this, they will lead the development of channel strategy and tactical execution necessary to enhance the growth of Gems Setra product sales across North America. While the Channel Development Manager is an individual contributor role, they will need to build followership with internal team members to implement and adopt new programs. This is a hands-on role that requires strategic thinking and a go-getter approach!

Essential Functions:

• Lead the evolution of current channel strategy to leverage and grow sales through various channel partners.

• Conduct market and coverage analysis, provide synthesis of strategic options, present proposals to management, and develop channel processes vital to meeting business goals.

• Develop and deploy programs necessary to meet the strategic intent of channel, included but not limited to: outbound marketing program, funnel management processes and reporting, channel partner needs analysis, sales promotional plans, channel training, data analysis, etc.

• Develop and deploy policies and processes such as pricing strategy (incentives & rebates to drive growth, selection of channel partners to maximize coverage both in product and geography while minimizing any conflict.

• Participate in annual strategic planning process to define initiatives, organizational and other critical changes to grow the Gems Setra channel.

• Create and improve Standard Work modules in order to drive process and improve efficiency in channel management.

• Working with channel managers and regional sales managers, own and grow Channel Partner key relationships and business plans to ensure accountability and targets are on track.

• Own and provide oversight of Channel Partner compliance program.

Critical Success Factors:

• Sales Competence: Demonstrated record of managing and growing channel partnerships.

• Commercial Sensitivity: Ability to understand customer/partner perspectives, keeping in mind Gem Setra’s objectives.

• Marketing Competence: Capable of converting feedback from Channel Partners into tangible programs and campaigns.

• Technical Solution/Business Knowledge: Demonstrated ability to develop credibility with technically focused individuals.

• Continuous Improvement Mentality: capability to design and deploy processes while adapting to the Fortive Business System (Lean principles).

Education & Experience:

• Bachelors Degree in Engineering or Business (with evidence of experience in managing technical product sales)

• 5 or more years of qualified solution sales with and through distribution channels.

• Demonstrated marketing experience.

• Demonstrated ability in technical application of automation or control products.

• Excellent written and verbal communications.

Travel:

• 30 – 40% travel expected

Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions./p>

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

Fortive: For you, for us, for growth.

This position is also eligible for bonus as part of the total compensation package.

The salary range for this position (inclusive of sales incentives/commission) is $173,800-$322,800. Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge; skills; experience; and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs, generally including health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability insurance programs, and several programs that provide for both paid and unpaid time away from work.