Sales Manager - Americas Distribution Channel

San Jose, CA, United States

About Advanced Energy

Advanced Energy (Nasdaq: AEIS) is a global leader in the design and manufacturing of highly engineered, precision power conversion, measurement and control solutions for mission-critical applications and processes. AE’s power solutions enable customer innovation in complex applications for a wide range of industries including semiconductor equipment, industrial, manufacturing, telecommunications, data center computing and healthcare. Advanced Energy has devoted four decades to perfecting power for its global customers and is headquartered in Denver, Colorado.

WHY BE A PART OF ADVANCED ENERGY?

Some people say it’s like working in the best of two worlds. We operate like an agile, growing, small company – you can see your work make a difference to the company every day. Things move quickly and you can see and feel it. At the same time, we’re a global company founded in 1981 and have been publicly traded for more than 28 years. We have a strong cash position, deep trust and partnership with leading customers, a global best-in-class operations capability, and a proven leadership team. We have a track record and resources to make things happen both organically and inorganically. Being part of a nimble company with a solid foundation attracts team members that are capable, driven and like a challenge. Our employees collaborate and know how to have fun inventing, working, building and winning together. At our core, we are Advanced Energy – powering the future, together.

POSITION SUMMARY:

The Americas Distribution Channel Manager is a crucial contributor to the growth of Advanced Energy. They are responsible for the strategic and tactical implementation of the Americas corporate channel strategy. They will be the primary point person to drive the success within the channel, with the partnership and coordination of Regional Sales Managers, Business Units, the Rep Network, and the Global Channel team. Advanced Energy sees the distribution channel as a critical contributor to new design activity, customer expansion, fulfillment, value add, and a launching point for the Advanced Energy brand. We recognize that a customer’s initial engagement often begins with one of our distributor partners, whether online, traditional, or with one of our value-added, focused distributors. For Advanced Energy to reach our goals, we must have a solid, well-defined structure and operation to support this business area. Ensuring that our customers can engage at any point with our channel in an educated fashion is imperative…and it is the Channel Manager that enables that to happen.

The ideal location for the Channel Manager is close to a key distributor in one of three metropolitan areas: Denver, Colorado, Phoenix, Arizona or Dallas, Texas. Other US locations will be considered along with key experience, skills and education.

RESPONSIBILITIES:

Relationships

Develops relationships within AE’s America’s distributors (power and sensing and control) to establish long-term strategic goals mutually beneficial to both organizations. Primary focus will be with our demand creation distributors. Relationships need to be established throughout multiple functional departments at our distributors- sales, product marketing, marcom, and operations

Strong working relationship with AE regional sales managers and distribution managers within our rep partners

In coordination with our rep partners, engagement with branch-level distribution management

Increase Demand Creation and Sales

Works closely with AE’s sales structure (Sales VP, RSM, GAM, Rep Network) and business units to develop and implement AE America’s distribution strategy supports our near and long-term goals

Regularly visits distribution corporate and territory offices across the Americas to align on strategy, calendars, events, metrics, etc

Engages directly with AE RSMs and our rep distributor managers to help them increase demand creation with their local branches

Works closely with AE Global Channel team to develop and drive Americas wide promotions

Helps develop and drive branch level training with distributors

Continually assesses, clarifies, and validates distribution needs on an ongoing basis while maintaining relationships with all viable distributors in the Americas (franchised and non-franchised)

Works closely with Marcom and the Global Channel team for marketing opportunities at our partners

Constantly looks for areas for improvement and takes the initiative to drive necessary changes

Analytics and Measurement

Establishes performance targets for each distributor and monitor performance against, down to the branch level

Schedules and runs QBRs, including QBR report card and dashboard to support reviews each quarter with key partners

Understands and communicates AE’s performance (revenue, share, and margin) at each distributor, as well as best practices that could be emulated or adapted to AE

Measurement of Performance

Achieves assigned sales targets (AE & distributor)

Increases AE market share within each distributor- revenue, demand creation, new customers, etc.

Maintains high distributor satisfaction ratings

Achieves Advanced Energy objectives and drives initiatives in the strategic plan

Ensures goals are aligned and supportive of the VP and RSM specific sales goals for new customers, customer visits, sales growth, design wins, and new opportunities

WORK ENVIRONMENT:

Remote

QUALIFICATIONS:

Working knowledge of and existing relationships with Americas electronics distributors

Understanding of what motivates distributors and how suppliers can engage deeper with the channel

Previous experience working with a hybrid sales force of direct sales and manufacturers reps

Ability to prioritize and execute specific tasks from a never ending list of things that need to get done

Can work across internal and external departmental boundaries (operations, marketing, sales, finance, etc.) to consistently gain mindshare and exceed agreed to metrics with our channel partners

Ability to communicate effectively across all levels of the organization, both internally and externally

Strong written and oral communication skills with the ability to concisely summarize strategies, plans, priorities, and progress against them

Proven success initiating strategies and driving execution and accountability across the teams

Passion for winning and a strong desire to be challenged and constantly improve

EXPERIENCE:

7+ years of electronics distribution management and/or technical sales experience; preferably working with power supply solutions

EDUCATION:

Essential: Bachelor’s degree required with strong preference in a science/engineering/technical field (or demonstrated industry experience if degree is not in technical field)

Desirable: Advanced science/engineering/technical degree

COMPENSATION:

As required by multiple state pay transparency laws, Advanced Energy provides a reasonable range of compensation for each job posting. Actual compensation is influenced by an array of factors including, but not limited to, skill set, level of experience, and specific office location. The range of starting pay for this role is $130,000 to $180,000 per year.

BENEFITS:

As part of our total rewards philosophy, we believe in offering and maintaining competitive compensation and benefits programs for our employees to attract and retain a talented, highly engaged workforce. Our compensation programs are focused on equitable, fair pay practices including market-based base pay, an annual pay-for-performance incentive plan for eligible positions, and a discounted Employee Stock Purchase Plan.

In addition to our competitive compensation practices, we offer a strong benefits package in each of the countries in which we operate. In the U.S., we offer a rich benefits package that includes:

Medical - multiple medical plans are available to choose from

Short and long-term disability and life insurance

Health savings and flexible spending accounts

Generous time off policy starting with 3 weeks of paid vacation, 7 days of paid sick time, and 12 paid holidays

8 hours of paid volunteer time off

8 weeks of paid parental leave for both Moms and Dads

Company matched 401(k)

Tuition reimbursement

Expanded mental health coverage and employee assistance programs

Other voluntary benefits include critical illness, accident and hospital indemnity, pet insurance, identify theft, and legal assistance

Advanced Energy is committed to diversity in its workforce including Equal Opportunity Employment. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, and/or veteran status.

Advanced Energy is also committed to providing reasonable accommodations in our job application process/procedures for qualified individuals with disabilities. If you require assistance in completing an Advanced Energy application, please reach out to [email protected]

CO ONLY:

Applications will be accepted through 06/14/2024, the company reserves the right to review applications at any point after they are submitted.

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