Channel Sales Manager Europe

  • Full Time
  • Belgium
  • This position has been filled

Website Xenics nv



Job Description


Help grow the Xenics revenue and market share through various channels (distributors, reps, integrators) through Pre and Post sales activities aligned with the company’s procedures, strategies, objectives and target segments.


You will contribute to the company’s collective intelligence by regular and detailed reporting on market trends, channel partners activities and results, competitive positioning, customer current and future demand, and new business opportunities.


Your role as a Channel Sales Manager can be home office based.


This includes the following tasks:

    • Assessment, Management and extension of the European Channel Partner network on appropriate products with the objective to increase market presence and revenue through the channel business partners at the identified key customers (Tier 2 and 3):
      • Identification of enabling channel partners at top customers.
      • Define and execute a distribution sales growth plan.
      • Define the channel layout to enhance presence in the key geographies.
      • Select and set the partners where needed. Establish launch plans.
      • On-site visits at distributor site and distributor customers.
      • Promote and train during sales events the distributors and partners.
      • Set KPI and metrics to monitor performances.
      • Drive design-in and revenue growth activities with distributors through regular business and opportunities reviews.
      • Report distribution activities to executive management team.
    • Support of key distribution accounts and distributors during pre- & after-sales phase.
    • Report on market positioning of potential Xenics special designs and/or projects and define customers’ key selection criteria to establish product pricing strategy in cooperation with the CEO and the CCO.
    • Use of the ERP database to create and track opportunities, create quotes and sales forecasts.
    • Maintenance of the CRM marketing database.
    • Reporting on improvements for the ISO quality management system.


Desired Competencies


    • Masters in Electrical Engineering or equivalent with experience in Strategic Sales and Channel Network definition, setup and management.
    • Experience in vision system or imaging sensors or related industries.
    • Track record of defining a hi-tech product sales strategy and revenue growth through channel partners.
    • Good understanding of system and platforms using vision systems across several market segments.
    • Good communication skills and ability to translate customers’ feedback and requirements into a system or component description.
    • Knowledge of infrared would be a plus.
    • Excellent written/verbal communication skills, fluent in English.


Reports to:

    • CCO – Chief Commercial Officer
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