New
3 weeks ago

Job Summary

The Channel Manager Technology EMEA is responsible for the strategic direction of the region’s channels to market through value-add distributors (VAD) and specialty distributors (SDI) within the automation/technology area. He/she has a strong influence on the region’s distribution strategy and ensures the execution of that strategy throughout the various countries within a matrix organization with various stakeholders.

  • Minimum Qualification:Degree
  • Experience Level:Management level
  • Experience Length:10 years

Job Description/Requirements

Role & Responsibility

Strategy & Execution

  • Creation and implementation of a regional distribution strategy that aligns with both the EMEA business strategy and global market access strategy.
  • Creation and implementation of strategies for regional market access initiatives.
  • Identify appropriate distributor sales models to meet various countries’ market access needs.
  • Explore alternative market access models that adapt to local customer buying behaviors and channel to market norms.
  • Identify and create key performance metrics for distributors, establish performance expectations, and measure results.
  • Perform market assessments that evaluate channel economics, investment, appointment evaluation and selection, channel programs, and channel management.


Cross-Functional Collaboration

  • Consult with and provide direction to country sales and channel management teams to understand and deploy sales models that achieve desired market accessibility and sales force effectiveness.
  • Provide leadership and consultation to the region’s business unit functions to define market access needs and best-in-class channel performance for a given portfolio.
  • Collaborate with marketing to develop strategies and plans for channel-led marketing programs, events, initiatives, and the next generation channel marketing evolution.
  • Work with the legal department on governance and compliance topics, understand implications of distribution law on strategies and practices.
  • Provide oversight to country channel teams and ensure coordination within the region of global channel programs and initiatives.
  • Collaborates with global channel peers and global market access team to share and utilize best practices and lessons learned on global programs and initiatives.


Market Access Expertise

  • Knowledgeable on channel economics and business models in terms of how distributors and resellers manage cash flow, assets, and supplier relationships, as well as how Rockwell Automation leverages these attributes to establish and accomplish mutually agreeable business objectives.
  • Understands key competitors market access strengths and weaknesses, conducts competitive channel analysis, market intelligence, and key insights.
  • Knowledgeable on current and evolving market access models, trends, and buying behaviors that exist in the region and impact Rockwell Automation.
  • Understands unique differences in the region’s many markets served, and the impact these differences make on market access strategies.
  • Participates in appropriate Rockwell Automation and industry distribution association activities to keep abreast of evolving distribution trends.


Governance and Compliance

  • Ensures appropriate policies, processes and guidelines are in place to manage existing channel relationships, as well establishing new ones.
  • Prioritizes company policies dedicated to business ethics, including fraud, deception, collusion and corruption at Rockwell Automation, our channel partners and our customers.
  • Implements policies, processes and guidelines to manage channel overlap and brand conflict in geographies where a multi-brand / multi-channel market access model has been deployed.


Minimum Requirements

Job Requirements

  • Bachelor’s degree in engineering, business management, distribution management or another related field.
  • 10 years of industry experience working directly in a channel organization. Preferably factory automation.
  • 5 years of experience at a global organization, cross-functional business units, and relationships.
  • Experience with channel partners and relationship building with partner leadership and principal owners.
  • English language fluency.


Desired

  • EMEA region experience across multiple countries.
  • Channel management and leadership.
  • Change Management within a matrix organisation
  • Worked directly for or associated with a partner organization.


Job Attributes

  • Seeks mutual benefit and results for both Rockwell Automation and our partners.
  • Effective collaborator across company lines.
  • Experienced with difficult conversations and candour.
  • Ability to influence & persuade internally and with partners.
  • Navigates company politics effectively.
  • Comfortable and effective communicating to and working with executives


Key Internal Stakeholders

  • EMEA GSM Regional Leadership team
  • Global Market Access Leadership
  • Country-level GSM Leadership
  • Business Unit Leadership

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