Channel Manager

Eaton’s Global Energy Infrastructure Solutions division is currently seeking a Channel Manager. This position has a hybrid model and requires 30% travel.

What you’ll do:

The Channel Manager will establish and manage the commercial strategy for channel accounts in Mexico by coordinating, directing, and managing Account Executives, ensuring the implementation of account plans that allow for the achievement of established objectives in alignment with legal, regulatory, corporate, and client requirements.

Job responsibilities

• Establish the commercial strategy for channel accounts in alignment with the strategy of the Sales, Marketing, Commercial Excellence, Finance, Engineering, etc. areas to ensure established objectives (sales quotas, critical initiatives, profitability, sufficiency, product portfolio, etc.)
• Define the accounts for which a Joint Business Plan is required.
• Validate the design of the account commercial plans (Joint Business Plans) proposed by the Account Executives and ensure their implementation.
• Establish the management strategy with the Vertical Managers that allows their function and the Account Executives to identify future projects for the accounts.
• Define objectives and establish goals for the Account Executive team in alignment with the commercial strategy (growth, profitability, critical initiatives, etc.)
• Define and validate sales budgets/forecasts for the accounts assigned to Account Executives and ensure that information is provided within the variability range established by the company for the SIOP (Sales, Inventory, and Operations Planning) process.
• Manage the channel account program with the Marketing department, identifying key aspects that must be considered within it to ensure that this tool is a driver of channel account growth.
• Ensure that Account Executives maintain and record the "pipeline/existing opportunities" within the CRM, validating that the information is accurate and allows for improved predictability.
• Lead QBR (Quarterly Business Review) meetings with clients, involving the internal leadership team to solicit necessary support and demonstrate progress on the strategy.
• Ensure contract registration of purchase orders for accounts corresponding to authorized quotes and/or discounts for compliance with our ISO 9001 and ISO 14000 quality systems and EBS business model.
• Conduct competitive analysis to define sales strategies tailored to the business context and increase GEIS's market share.
• Identify new potential customers and manage relationships with current customers.
• Develop organizational capabilities within your team to foster ongoing talent development, foster a culture of diversity and inclusion, enhance staff sense of belonging, and achieve organizational objectives.
• Adhere at all times to Eaton's corporate policies related to the performance of your role.
• Comply with the policies and procedures based on the applicable management systems (EQMS, MESH Authorized Economic Operator (AEO), ATEX and IEC Ex guidelines as applicable and ISO-9001:2015, ISO14001:2015 standards, to comply with the Management System (MS)

Qualifications

Basic Qualifications:

• Bachelor degree from an accredited institution

• Minimum of 5 years of commercial experience (account management and or sales)
• Experience leading teams/projects
• Advanced english level
• knowledge of the manufacturing industry
• Channel Management experience

Preferred Qualifications:

• Masters degree from an accredited institution

• Experience managing electrical distributors in Mexico
• Experience in the building construction industry

Skills:

• Negotiation skills
• SIOP process
• Project management
• Strategic relationship
• CRM management

All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.