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Industrial Channel Sales Manager - North American Distribution

Company: Gast Manufacturing
Location: Waukesha
Posted on: May 16, 2023

Job Description:

If you're looking for a special place to build or grow your career, you've found it. Whether you're an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.

With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.

POSITION TITLE: Industrial Channel Sales Manager - North American Distribution

REPORTING TO: Director of Sales - North America

LOCATION: Midwest US (Remote)

Who is GAST Manufacturing?

As a business unit of IDEX Corporation, GAST Manufacturing has a long history of being the leader in design and manufacturing of quality air-moving products. We specialize in offering cost effective pneumatic solutions for a wide variety of industries including industrial manufacturing, healthcare, and environmental cleanup applications. We are looking to add more talent to our team.

Scope of Role: The Industrial Channel Sales Manager - NA Distribution is responsible for the creation and implementation of a comprehensive distribution channel and sales strategy. The Sales Manager will also drive profitable revenue with the top tier distributors assigned across the United States and Canada. This role will also have management responsibility including the Distribution Sales Representative (manages a sub-set of distribution partners) and National Industrial Accounts Manager (manages national industrial supply distributors like W.W. Grainger). The Sales Manager also drives the organization to enhance its business processes to ensure better channel support and improved customer engagements. It will use rigorous logic and highly organized methods to ensure a clear understanding of a customer's business including but not limited to - business shape, applications, main markets, key contacts, growth opportunity areas and likely order timing. Individual must be able to interface with other business functions to gather accurate information for customer requests.

The position will require overnight travel,


  • Responsible for developing and implementing an effective and comprehensive channel strategy and distributor footprint to drive sales of the company's product portfolio and increased engagement with customers.
  • Maximize profitable revenues from sales of the organization's products through a base of existing and new distribution partners. Responsible for building strategic management/executive relationships with key Authorized Distributors (AD's) and customers to support the overall channel strategy. This involves regular leadership review of commitments and achievements to better align our mutual companies around agreed upon targets.
  • Find share shift and incremental sales from these accounts. Drive and complete the NBO sales cycle working with existing systems and processes and cross-functional teams.
  • Lead a team of 2 sales managers to drive professional growth and development for promotion within the business.
  • Negotiate pricing and contracts as required.
  • Provide technical and selling expertise to AD's at target customers to maintain existing business and to drive new business opportunity (NBO) closure with both existing and new customers. This includes supporting new product introduction (NPI) process by teaming with AD's to develop target customer lists and deploy a campaign around NBO development.
  • Provide strategic guidance and training to AD's on products, markets, customers, and applications consistent with company objectives.
  • Evaluates and manages strategic business opportunities, initiatives and sales programs with AD partners. Initiates deployment strategies, monitors competitive activity, and identifies customer needs.
  • Work with multi-functional teams to support distribution channel in areas such as marketing, reporting, new business management, CRM, data analytics and communications to achieve revenue targets.
  • Provide accurate and timely communications to internal and external constituents, orders forecast, new business opportunities, pricing, technical application details, etc.
  • Other duties as assigned.
    Measures of Performance
    • Development and successful implementation of a long-term channel strategy to gain AD mindshare, competitive market share and generally position Gast as the category captain for the products in our assortment.
    • Profitable growth of the channel and assigned accounts through engagement with both distributors and end customers
    • Sustainability of existing Gast business
    • Management of key projects as part of a cross-functional team
    • Focus and drive key initiatives of the organization and the business line

      • Bachelor's degree in Business, Engineering, or Marketing required
      • At least 5-10 years of professional sales with industrial distribution account management including successful experience calling on senior management at customers and distributor partners.
      • Previous talent management experience is preferred.
      • Proficient at translating technical product information into sales strategy to drive revenue.
      • Experience utilizing Customer Relationship Management tools is preferred.
      • Proven track record of delivering sales results while maintaining customer satisfaction
      • Pneumatic industry experience preferred
      • Strong personal leadership and experience working in manufacturing environment
      • Superior written and verbal communication and presentation skills - ability to communicate at all levels in the organization.

        • Must demonstrate the ability to engage and motivate the sales teams of a 3rd-party distribution channel team to grow Gast orders and sales.
        • Ability to manage priorities as articulated by direct manager.
        • Must have strong organizational skills and the ability to multi-task.
        • Must have ability to build relationships with direct accounts for repeat business.
        • Must have high degree of leadership and ability to influence cross-functionally.
        • Must be self-motivated, show initiative, anticipate and prevent issues by executing advanced problem-solving skills.
        • Demonstrate ability to lead and work well in a team environment.
        • Excellent analytical and interpersonal skills.
        • Must be able to work well with customers and internal team members to lead positive change in a fast-paced work environment.
          GAST Manufacturing, a Unit of IDEX Corporation is an Equal Opportunity Employer committed to workforce diversity

          The intent of this job description is to provide a representative summary of the essential duties and responsibilities performed by incumbents of this job. Incumbents may be requested to perform job-related tasks other than those specifically presented.

          Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?

          IDEX is an Equal Opportunity Employer and Affirmative Action Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).

Keywords: Gast Manufacturing, Waukesha , Industrial Channel Sales Manager - North American Distribution, Professions , Waukesha, Wisconsin

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