Back to vacancies

Channel Sales Manager

20 june, 2017

Additive Industries

Additive Industries is dedicated to bringing metal additive manufacturing for functional parts from lab to fab by offering a modular 3D printing system and a seamlessly integrated information platform to high-end and demanding industrial markets. With substantially improved reproducibility, productivity, and flexibility, Additive Industries redefines the business case for additive manufacturing applications in aerospace, automotive, medical technology and high-tech equipment.

 

Job mission

Additive Industries is growing fast since its metal additive manufacturing system MetalFAB1 is well received in the market. The Marketing & Sales team is responsible for branding, PR, company communications, acquisition and customer relationship management. We are currently scaling our sales organisation to be able to handle all requests from potential European and US customers. Simultaneously we are creating a network of Agents in the most promising markets for additive manufacturing. As a Channel Sales manager, you are responsible for this network. You will find and qualify new agents, train their sales force and activate them to generate leads and close deals for Additive Industries’ products. Moreover, you maintain the relationships with our agents and act as the interface between them and the Additive Industries Team in Eindhoven.

With a technical background and international experience in managing agents for a capital equipment company preferably in the machine tool industry, you are eager to work in a promising new technology market and shape your own job. You enjoy exploring new territory and pioneering in new geographical regions. You have a sixth sense for different cultures and have demonstrated to be a chameleon in order to connect to business friends around the world. Although you travel a lot you are aware the ties with your colleagues at the Additive Industries are crucial to maintain and cherish. You are a true professional in balancing the maintenance of existing relationships and expanding the network.

The ingredients for a successful performance are in sum:

  • Develop a comprehensive channel sales strategy based on the Additive Industries business plan, market focus and product portfolio
  • Perform market research to scout the best possible agents
  • Pro-actively approach agents in order to build long term productive and professional relationships
  • Assess, qualify and validate agents
  • Manage the relationships/accounts and their needs on an ongoing basis
  • Periodically evaluate the agents’ performance, create improvement programmes where needed and terminate agents when targets are repeatedly not met
  • Train agents and continuously enhance their knowledge about our solutions
  • Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Periodically report on progress
  • Willingness to travel extensively

 

Reporting

The Channel Sales Manager reports to the CEO

 

Knowledge and experience

Education

At least a Bachelor in Technology Management, Industrial Engineering, Technical Business Administration or similar

 

Work experience

  • Successful and demonstrable track record in channel management and sales of capital equipment or projects and building long term relationships
  • At least 10 years of successful experience in an international industrial environment
  • Creative and commercial mind-set, ability to build effective relationships and operate in a broad range of functional areas
  • Good communicator (in Dutch and English), both verbally, in writing and presenting
  • Strong influencing skills
  • Proficiency in Microsoft Office (Powerpoint, Word, Excel) and preferably Dynamics CRM

Personality

Additive Industries is a young and fast growing professional organization. We have developed a strong pragmatic team attitude in which we work and experiment together in achieving our joint goals. We are looking for a broad range of people with diverse backgrounds to join our organization. We have formulated the following personal traits contributing to our company culture:

  • Open, self-confident and result oriented
  • Driven by technical challenges, eager to learn and entrepreneurial
  • Proven team player who takes ownership
  • Professional and structured
  • ‘Fun to work with’