Channel Development Manager - ANZ

Requisition ID:  26064
Job Location(s): 

Rowville, AU

Job Description

Come and join the Danfoss Power Solutions team, which provides unmatched systems capability within mobile and industrial hydraulics, fluid conveyance, electrification, and software – a global leader in mobile and industrial hydraulics. We are enabling industries and applications to build, move and transform our world in a more energy-efficient and sustainable way.

We are  looking for a Channel Development Manager to drive the channel partner program within the Pacific region, facilitate growth and ensure business objectives are met.

This position will report to the Senior Manager - Channel Development based in India and work closely with the Pacific Regional Sales Managers and Account Managers to ensure the alignment of key objectives to capture market share.

Job Responsibilities

Responsibilities for this position include but are not limited to, the following:

  • Launch & implement a next-generation Partner Program for all channel partners. This includes, but is not limited to; communication, launch and execution to the market.
  • Partner with the regional sales managers and account managers to provide support to channel partners in developing business plans, expense budgeting and marketing plans.
  • Educate and communicate with the distributors on the various programs that include tracking and communicating the monthly results that will enable the sales team to drive financial-based value propositions for channel partner growth.
  • Work with Distributors in identifying marketing activities that provide the most ROI for their funds and align with growth initiatives for their markets.
  • Analyze channel partner capacity throughout the region to identify gaps and create channel recruitment activities within each region where gaps exist. Perform analysis of channel partner mix by product specialty and develop a plan to ensure recruitment efforts target the correct mix of partners. Analyze sales and industry trends and make appropriate recommendations to ensure long-range planning needs are met.
  • Maintain a reliable communication mechanism with sales and product management departments to ensure efforts are aligned with objectives.
  • Conduct quarterly meetings with channel partners to track growth performance against the plan.
  • Conduct periodic channel audits on program requirements such as shelf share, business requirements, etc. to determine the classification of channel partners each year.
  • Support regional channel strategy development and execution and identify and execute Synergy sales. Brands and territory authorizations.
  • Provide a single point of contact for our key distributor partners. 
  • Distributors’ performance goals setting, compliancy plans, corrective actions and execution. 
  • Identify needs and implement programs to build on the distributor's strengths and capabilities.
  • Ensure continuity in compliance, governance, and distributor management processes.

Background & Skills

The ideal candidate possesses these skills. 

  • Bachelor’s Degree from an accredited institute.
  • Minimum of 8-10 years of industrial channel management experience.
  • Previous sales & product development /management experience.  
  • Familiar with a variety of industry concepts, practices, and procedures as well as specific knowledge in the hydraulics market space with specific emphasis on strategy development and execution.
  • Understanding of key business metrics that drive the distributor’s strategic decisions.
  • Demonstrated relationship-building skills.
  • Experience working in a global organisation.  
  • Ability to manage through influence and team building. 

Danfoss – Engineering Tomorrow

At Danfoss, we are engineering solutions that allow the world to use resources in smarter ways – driving the sustainable transformation of tomorrow. No transformation has ever been started without a group of passionate, dedicated and empowered people. We believe that innovation and great results are driven by the right mix of people with diverse backgrounds, personalities, skills, and perspectives, reflecting the world in which we do business. To make sure the mix of people works, we strive to create an inclusive work environment where people of all backgrounds are treated equally, respected, and valued for who they are. It is a strong priority within Danfoss to improve the health, working environment and safety of our employees.

Following our founder’s mindset ‘action speaks louder than words’, we set ourselves ambitious targets to protect the environment by embarking on a plan to become CO2 neutral latest by 2030.

Danfoss is an EO employer and VEVRAA Federal Contractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or other protected category.

 

Danfoss engineers solutions that increase machine productivity, reduce emissions, lower energy consumption, and enable electrification.

Our solutions are used in such areas as refrigeration, air conditioning, heating, power conversion, motor control, industrial machinery, automotive, marine, and off- and on-highway equipment. We also provide solutions for renewable energy, such as solar and wind power, as well as district-energy infrastructure for cities.

Our innovative engineering dates back to 1933. Danfoss is family-owned, employing more than 40,000 people, serving customers in more than 100 countries through a global footprint of 95 factories.
 

 

Danfoss engineers solutions that increase machine productivity, reduce emissions, lower energy consumption, and enable electrification.

Our solutions are used in such areas as refrigeration, air conditioning, heating, power conversion, motor control, industrial machinery, automotive, marine, and off- and on-highway equipment. We also provide solutions for renewable energy, such as solar and wind power, as well as district-energy infrastructure for cities.

Our innovative engineering dates back to 1933. Danfoss is family-owned, employing more than 40,000 people, serving customers in more than 100 countries through a global footprint of 95 factories.