[Hiring] Channel Manager @Eaton Corporation

Role Description

As a Channel Manager, you will serve as the central interface between Eaton GEIS and our direct customers, sales partners, technical distributors, and resellers. You will report to the Head of the Sales Zone and functionally to the Channel Director EMEA. Your primary focus will be the strategic management of our direct customers and key channel partners for the Eaton GEIS product portfolio.

In collaboration with the Sales, Marketing, and Product Management teams, you will drive visibility, engagement, and market share growth for Eaton GEIS. You will implement channel penetration strategies to increase our share of offerings and strengthen our market position among distributors.

What you´ll do:

• Develop, adapt and execute a tailored strategic growth plan for each account, communicate to internal and external stakeholders to ensure alignment.
• Develop and standardize incentive plans / Partnership program with all main accounts aligned with the European development strategy.
• Develop opportunities on existing products to gain measurable market share as well as assess and bring new Eaton products into the business offering.
• Continuous performance analysis per country / Zone.
• Chair and coordinate monthly and quarterly business review calls to ensure relationship is on track and key trends and potential growth targets identified.
• Manage the administration and database of the Order.
• Accurate input into budgeting and strategic growth plans process for key accounts.
• Undertake competitor tracking within EWS to ensure visibility of market share and corresponding actions are taken, feedback to internal stakeholders.
• Managing and attending exhibitor events to promote Eaton solutions.
• Participate in Order Center, EDI and CRM projects.
• Supervising and negotiation for the contracts with the EWS, key customers, CAPs and distributors.
• Identify new business development opportunities and potential new routes/channels to market, developing a business development strategy relating to the sales objective and channel management in line with the European strategy.
• Plan strategic actions in line with company specific agreed objectives. Coordinate and manage marketing activities with the channels.
• Work within the company’s pricing policy always, liaising closely with the Internal sales Department to ensure that all special prices / deals are registered in the office.

Qualifications

• Bachelor's / Master's Degree in Electrical Engineering, Software Engineering, or similar (Business & Sales related education will be considered as well), or proven experience in the same industry.
• Experience with electrical products is a plus.
• Familiar with modern sales techniques: value sales, challenger sales, gap selling.
• Fluent written and spoken German and English language essential for this role.

Requirements

• Knowledge of the local market and the customers as well as the key issues affecting the markets.
• Demonstrable experience in working with these markets to understand the decision-making process and the complex nature of the major projects.
• Experience with EWS and distributors.
• Technically competent within the hazardous area environment, understanding certification and legislation issues in and around that area.
• A high degree of competence in the use of tools for analysis of data for sales planning purposes – particularly Excel, including the creation and use of pivot tables and advanced features, creating and delivering PowerPoint presentations.
• Proven ability to execute upon strategic commercial objectives.
• Able to build a result-oriented and collaborative culture within and across functions to ensure effective resolution, determination and deployment of policies, tools and metrics with peers.

Benefits

• Be part of a company that has been in business for more than 100 years, is well recognized in the industry, and has a significant impact on the energy sector.
• Work for a company committed to Inclusion & Diversity and Sustainability.
• Access to extensive and continuously evolving learning and development opportunities through Eaton University.
• Excellent career development opportunities within a globally operating company with a strong local presence in Germany.
• Robust processes and state-of-the-art systems and tools.
• Structured employee development programs, an open feedback culture, and individual development plans.
• Comprehensive onboarding support and a well-structured induction program.
• Numerous opportunities to get involved in Inclusion & Diversity initiatives through Eaton's employee resource groups (IERGs).
• An attractive compensation package including a competitive base salary, a 20% annual bonus, and a company car.