Channel Account Manager

At Panduit, Our People Make the Difference. We're looking for individuals who share our passion for innovation, diversity and inclusion, and sustainability.

Executes the company strategy and solution offerings though through existing and new channel partners.
Role will be specific to the channel and Panduit business, which may be aligned to: distributors, system integrators (Sis), installers and contractors and Value Added Resellers (VARs) within a broad geographic area for the purpose of building awareness of Company product,s and solutions; educating them on how to leverage Panduit products and programs; securing preference for Company products, and motivating them to promote Panduit on discretionary business. Where the role is regional, the CAM may be required to manage more than one channel partner.
Drives market share growth and displaces competitive products. Drives process to facilitate doing business with Panduit, and improves our profitability by having a strong understanding of the channels’ business processes with Panduit Business focus. Ensures Panduit business alignment with relevant parties within the channel Partner.

ESSENTIAL RESPONSIBILITIES:

• Develops an annual strategic plan with the assigned channel, responsible for the execution of annual plan as a leader, coordinates the execution of the plan through regional commercial team and marketing. Develops strategies and plans with support to oversee that the right channels are selected to promote and distribute goods and services for their specific Panduit business. (20%)

• Grows revenue and Panduit offering within the channel partner(s), incrementally year over year to ensure the breadth of Panduit product increases. Increases the number of the new product to the partner portfolio. Ensures Panduit’s internal commercial team satisfaction with a partner(s) via annual review with relevant Panduit account management team(s). (20%)

• Forecasts against actual revenue, on a quarterly basis. Minimizes forecast deviation and discusses with their specific Panduit business frequently. (20%)

• Drives growth in performance and profitability within their specific Panduit Business. Increases the amount of Book growth. Carries out monthly follow up meetings, and Quarterly Business Reviews. Ensures channel partner satisfaction with Panduit is increasing year over a year via Quarterly Business Review scorecard. (20%)

• Generates leads for large project opportunities for Panduit business focused account management team. Gathers and monitors account intelligence. (10%)

• Drives channel partner planning and forecasting, Implements the strategy to promote company product or services through channels and oversees that targets are met or exceeded for their specific Panduit business. Identifies with the Channel Partner to understand current shortcomings in their ability to drive "flow business" growth and then organizes to have this addressed, resulting in the channel Partner having a better understanding of the Panduit strategy ensures their current knowledge on Panduit products/solutions. (10%)

EDUCATION AND EXPERIENCE:

• Preferred Degree: Bachelor degree

Experience:

• Has 2-4 years of inside account management experience in which managing of partners has been performed or has external channel account management experience dealing with entry level business influencers.
• Experience of working with a channel partner. Preferred is distribution or system integrator channel experience.

KNOWLEDGE, SKILLS, AND ABILITY:

• Works independently with occasional coaching to strengthen the position in the channel 
• Drive penetration into new channel relationships
• Able to position Panduit at mid-level management in the Channel
• (Financial) understanding of channel KPI’s
• Understands the solution and key market specific competitors. 
• General understanding of the organizational strategy. 
• Articulates the value of the Panduit partner programs.
• Ability to acquire and develop a channel.
• Understands the business process. 
• Ability to builds relationships and execute ​the account process within a partner ecosystem. May include a variety of locations.

Work Shift Day (Mexico)