Teknor Apex

  • Distribution Manager, ETP

    Job Locations US
    Job ID
    2018-2328
  • Overview

    teknor apex logo

     

    Celebrating 90 years…

     

    Teknor Apex Company is a privately held, global material science company founded in 1924 and headquartered in Pawtucket, Rhode Island.  We manufacture for our eight divisions in 9 locations in the U.S., and one each in Singapore, China, Belgium and Germany.

     

    In all our businesses we pride ourselves on our commitment to technical innovation, quality products and custom service.  Positions offered are both challenging and rewarding and have excellent growth opportunities.

    Responsibilities

    The Distribution Manager establishes, maintains, and expands relationships with assigned distribution partners. This role is responsible for achieving sales, volume and profitability, and relationship objectives. The role will represent the entire range of the ETP Division’s products and services to assigned partners and regions. This individual will deeply embed themselves within our distribution partners’ sales organizations, guiding opportunities away from competitors and into our product family.

    • Establish productive, professional relationships with key personnel in both our distributors’ organizations, and within their key customers, as appropriate.
    • Coordinate the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
    • Proactively assess, clarify, and validate partner needs.
    • Sell through partner organizations to end users in coordination with partner sales resources.
    • Manage all duties in close cooperation with cross-functional teams, including Marketing, Technical, and Manufacturing.
    • Travel with distribution sellers, making joint sales and business development calls.
    • Mange potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
    • Coordinate with customers and internal resources of Teknor Apex-product specifications and development criteria; and accordingly recommend products and competitive positioning.
    • Proactively lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
    • Lead solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
    • Review efforts, measure and monitor progress at accounts, balance time and resources spent versus potential to be obtained in sales dollars.
    • Develop and maintain relationships with business drivers and executives within each partner
    • Interface with Partner Marketing Manager and Corporate Communications group to coordinate partner-related marketing plans, press events and other marketing-related activities
    • Develop, in conjunction with other members of the commercial team, customer targets and their applications for development
    • Develop strategic plan for partner relationships (partner strategy, set targets, etc.)
    • Provide summary of activities and forecasts for budgetary purposes
    • Perform additional duties and responsibilities as assigned.

    Qualifications & Competencies

    • Four year degree or equivalent experience in Marketing, Business Administration or related field.
    • Between 6-8 years of sales experience managing channel sales partners.
    • Track record of quota-over achievement
    • Strong leadership skills to bring structure to ambiguity and marshal internal company resources to support partner go-to-market plans
    • Strong interpersonal skills and ability to manage various elements of complex partner deals and relationships
    • Ability to work effectively in a matrixed and overlay sales model
    • Proven results in leading sales/strategic account or partner management teams
    • Outstanding communication skills – written, oral and facilitation
    • Demonstrated ability to work independently in a fast-paced, dynamic environment
    • Superior professional presence and business acumen
    • Should have basic understanding of plastics, plastic processing equipment and tool/die design concepts.
    • A natural communicator and relationship builder
    • Competitive, yet team-oriented
    • Ability to communicate technical information effectively to technical and non-technical stakeholders.
    • Proven success record of recruiting, managing and developing sales channels.
    • Excellent presentation and interpersonal skills
    • Excellent organizational, prioritization, and multi-tasking skills.
    • Excellent attention to detail, commitment to quality, results driven
    • Self-directed contributor with ability to lead other resources in a matrix organization

    Our best performers possess the following core competencies: Channel Management * Marketing Communications * Strategic Thinking * Marketing Strategy and Planning * Positioning and Branding * Product Development * Business Perspective * Impact and Influence * Work Ethics and Values * Client Focus * Education Level * Experience

     

    This position is field based

     

    Travel: 60%

     

    Teknor Apex has a long-standing history of caring for its employees.  We are committed to the philosophy of providing employees with a comprehensive and competitive benefits package.

    • Medical w/prescription drug coverage
    • Dental and Vision
    • Life Insurance
    • 401k w/company match 
    • Paid Holidays and Vacation
    • Flexible Spending Account (FSA)
    • Employee Assistance Program (EAP)
    • Employee Wellness Program
    • Tuition Reimbursement

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