Director, International Channel Sales in Bellevue, Washington at Sea-Bird Electronics

Date Posted: 2/9/2018

Job Snapshot

Job Description

Job ID: SEA000167

About Us

Sea-Bird Electronics is an Equal Employment Opportunity employer. It is our policy to recruit, hire, train, and promote persons in all job titles, without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, national origin, age, veteran status, disability, or any other legally protected characteristic, and to base decisions on employment so as to further the principle of equal employment opportunity. We follow all AA/ADAAA guidelines and are a non-smoking facility. We strongly support health, wellness, and safety, and are a drug and alcohol free workplace and test all new hires.



This company is a federal contractor subject to the affirmative action and non-discrimination requirements of Executive Order 11246, as amended, Section 503 of the Rehabilitation Act of 1973, as amended, and, the Vietnam Era Veterans Readjustment Assistance Act of 1974, 38 USC Section 4212, as amended. The implementing regulations at 41 CFR 60-1.4, 41 CFR 60-250.5, 300.5 and 741.5 are incorporated here by reference.



Description

The Sales Channel Manager is responsible for managing global distribution through of a number of non-direct channels including:


(1)   International distributors.  These distributors are typically exclusive distributors for the majority of Sea-Bird Scientific products in a specified geographic region with a small overlap of non-exclusive sales through a product list shared with channel partners and global business development managers.


(2)   Channel Partners.  These partners are Danaher companies closely aligned with Sea-Bird Scientific who are responsible for meeting mutually agreed upon targets for bookings and revenue of Sea-Bird Scientific products and services in a specified geographic region.  The product line for Channel Partners is a sub-set of the Sea-Bird Scientific product line.


(3)   Global business development managers (BDMs).  These BDMs are Danaher employees and are responsible for managing growth in regions such as China, India, Latin America, and the Middle East.  The BDMs are typically responsible for channel partner sales, including both direct sales in the country through a Danaher company closely aligned with Sea-Bird Scientific as well as handling local distributor relationship.  The product line for BDMs is a sub-set of the Sea-Bird Scientific product line.  The BDMs are typically employees of the local Danaher company with dotted line responsibilities to the Channel manager.



The Sales Channel Manager role reports directly to the Vice President of Commercial.

Job Requirements



Qualifications

Essential Functions:




  • Responsible for daily management and support of assigned distributors and channel partners worldwide

  • Establish and maintain productive, professional relationships with key distributor and channel partner personnel

  • Meet assigned targets for sales volume and strategic objectives in assigned partner accounts

  • Sell through partner organizations to end users in coordination with partner sales resources

  • Identify and escalate potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement

  • Leads solution development efforts that best address end user applications

  • Ensure partner compliance with partner agreements

  • Drives adoption of company programs at channel partners (e.g. Salesforce.com)

  • Combine technical product knowledge and understanding of unique oceanographic applications and deployment environments with a consultative sales approach to provide industry’s best system solutions and support by utilizing the company’s full range of products, 3rd party instruments and products, and general best practices in data collection, processing, and analysis

  • Learn and apply sales and service policies and procedures, become familiar with the company’s operations and engineering functions and communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships

  • Viewed by distributors, channel partners, and customers as an expert in the field and relied upon to provide accurate and objective feedback and recommendations

  • Maintain existing and develop new customers by corresponding in a timely manner primarily via phone and email to provide technical applications assistance, product information, price proposals, obtain purchase orders and contracts, process sales orders, and conduct market research

  • Identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process and post-sales support and resolve issues in a timely manner

  • Actively engage with product management, marketing, and engineering teams within the company to convey Voice-Of-Customer (VOC) and determine if and how customer requirements might be met through recommendations for changes in product design, features, options, processes, or quality

  • Visit and engage with distributors, BDMs, channel partners. and customers through domestic and international travel for in-person customer visits, formal and informal training events, scientific conferences, and trade shows


•         Participate in Kaizen events or improvement project team



  • Other duties as assigned


Education, Background and Qualification Requirements:




  • Bachelors in science, and/or engineering required, M.S. preferred.  5+ years of experience in a technical sales environment and strong area knowledge may qualify

  • Possesses strong data and fact-based problem-solving skills

  • Ability to define problems, collect data, establish facts, draw valid conclusions, recommend process improvements

  • Experience in sales and/or marketing to international distributors and customers is desired

  • Ability to effectively interact with co-workers, vendors, customers, management and all other office staff

  • Self-driven, results-oriented with a positive outlook and a clear focus on accuracy, high quality standards and business success

  • Demonstrated proficiency in time management

  • Mature, credible, and comfortable in collaborating with scientists, engineers, and company executives

  • Communicates clearly and effectively

 


Language Skills:



  • Ability to read, analyze, and interpret common scientific and technical journals and business documents such as purchase orders, contracts, and proposals in English

  • Ability to respond to common inquiries or complaints from customers

  • Ability to effectively present information and respond to questions from customers, clients and managers

  • Competent writer of business letters, quotations and proposals

  • 2nd language fluency in Spanish, Mandarin, French, or Portuguese is desired

 


Mathematical Skills:



•         Ability to understand and explain mathematical concepts such as exponents, logarithms, and quadratic equations



Danaher Corporation Overview

Danaher is a global science and technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries. A globally diverse team of 71,000 associates, we are united by our culture and operating system, the Danaher Business System, which is our competitive advantage.  In 2014, we generated $19.9 billion in revenue and our market cap exceeded $60 billion.  We are ranked #149 on the Fortune 500 list and during the past 20 years, our stock has outperformed the S&P 500 Index by nearly 2,800 percent.



At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We’re innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you’ll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.



For more information please visit our website: www.danaher.com.