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NovantaNO

Technical Channel Sales Manager - Motion Control / Robotics

Novanta Inc. is a leading technology company specializing in precision motion control components for the medical and advanced industrial sectors, providing innovative solutions for OEMs worldwide.

Novanta

Employee count: 1001-5000

Germany only

Build a career powered by innovations that matter! At Novanta, our innovations power technology products that are transforming healthcare and advanced manufacturing—improving productivity, enhancing people’s lives and redefining what’s possible. We create for our global customers engineered components and sub-systems that deliver extreme precision and performance for a range of mission-critical applications—from minimally invasive surgery to robotics to 3D metal printing.

Novanta is one global team with over 26 offices located in The Americas, Europe and Asia-Pacific. Looking for a great place to work? You have found it with a culture that embraces teamwork, collaboration and empowerment. Come explore Novanta.

This position is part of the Novanta Robotics and Automation team, which includes the Celera Motion and ATI Industrial Automation product portfolios. 

Celera Motion’s precision component and subsystem solutions solve application-specific challenges for technology-driven original equipment manufacturers from a range of markets, including surgical robotics, semiconductors and warehouse automation/humanoids. 

ATI Industrial Automation is a leading developer of robotic accessories and robot arm tooling – including automatic tool changers and Force/Torque sensors – used in various industries to enhance robotic productivity and efficiency. 

Summary

The Channel Manager is responsible for managing contracts, pricing, and the overall channel strategy to support and profitably grow Novanta business at assigned and new channel partners. The successful Channel Manager will work closely with our existing channel partners to support training needs and to identify new business growth. In addition, he or she will analyze markets to build and execute a strategy for improving commercial coverage toward accelerated growth. Your top focus is to optimize our channel strategy by evaluating each channel partner and their performance to deliver above target revenue growth.

Primary Responsibilities

  • Execute channel management sales activities to profitably grow Novanta market share for all Robotics and Automation (R&A) products in the assigned geography
  • Build strategy for increased commercial coverage to include identifying and ramping up new channel partners and expanding product offerings at existing partners.
  • Own the relationship at the channel partners and build relationships with the key stakeholders
  • Develop detailed business plans with each channel partner and execute specific OEM target account plans to drive new business growth
  • Create a scorecard template to measure existing distributors and to evaluate new channel partners
  • Conduct quarterly review meetings to ensure that the business plan execution is on track
  • Collaborate with Product Management & Marketing team to develop leads suitable for channel partners
  • Deliver effective R&A focused presentations to assist in developing new accounts with the channel partners
  • Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the channel partner list, including the use of Salesforce to maintain accurate records to maximize potential and track progress of each partner’s business plan
  • Coordinate product and application training to increase each distributor’s product and application competency

Required Experience, Skills, Competencies

  • At least a technical Bachelor’s degree is required
  • 10+ plus years of channel sales experience with technical products
  • OEM identification and development experience preferred
  • Proven track record of expanding sales through Channel Partners
  • Salesforce funnel management competency
  • Effective time management and organizational skills
  • Excellent communication, data analysis and presentation skills
  • Proven ability to negotitate contracts and pricing agreements
  • Motion Control and Robotic Industry experience is recommended
  • Ability to analyze sales data to determine appropriate actions to improve account positioning
  • Results driven with ability to manage multiple priorities with highly effective follow-up skills

Travel Requirements

  • Approximately up to 50% local territory travel

#remote Germany

Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.

Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.

About the job

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Job type

Full Time

Experience level

Manager

Location requirements

Hiring timezones

Germany +/- 0 hours

About Novanta

Learn more about Novanta and their company culture.

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Novanta Inc. is a global technology company that designs and manufactures specialized precision motion control components and systems for medical and advanced industrial markets. With over 30 years of expertise, Novanta has established itself as a trusted partner for original equipment manufacturers (OEMs) worldwide. Their solutions encompass a broad range of applications, specifically in medical devices, industrial automation, and laser processing technologies. The company’s commitment to innovation is evident in its extensive portfolio of proprietary technologies, which include advanced laser systems, high-performance vision solutions, precision motion components, and integrated machine solutions tailored to meet the stringent demands of their customers.

At the core of Novanta's mission is the vision of delivering "Innovation that Matters.” The company fosters a culture of diverse perspectives, actively pursuing a workforce that reflects the varied backgrounds of its global clientele. With approximately 3,000 employees working across the Company’s 25 global locations, Novanta emphasizes collaboration and continuous improvement, resulting in superior solutions for complex technical challenges. Their operational philosophy, known as ‘The Novanta Way,’ focuses on engaging employees at all levels, promoting an ethos of teamwork and accountability. This approach not only nurtures employee growth but also ensures that the company consistently meets and exceeds the evolving needs of its customers.

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Novanta hiring Technical Channel Sales Manager - Motion Control / Robotics • Remote (Work from Home) | Himalayas