Who You Are
Responsible for expanding and managing the FANUC CRX distribution network to increase market share, drive channel growth, and improve partner performance. This role develops Distributor, Authorized System Integrators (ASI's), and Device Partner capabilities while holding channel partners accountable for achieving sales, marketing, technical, and growth objectives.
Build a high-performing distribution network, hold channel partners accountable for results, and increase FANUC market share through disciplined channel management and market expansion.
How It’s Done
- Expand FANUC's distribution network through recruitment, development, and retention of high-performing Distributors, ASIs, and Device Partners.
- Increase market share by identifying growth opportunities, expanding market coverage, and driving competitive displacement initiatives.
- Establish and manage partner performance metrics, scorecards, and growth objectives.
- Hold Distributors and Device Partners accountable for sales performance, opportunity generation, market development, technical capability, and customer engagement.
- Conduct regular business reviews including implementing improvement plans for underperforming partners.
- Drive execution of channel growth programs and ensure consistent adoption of FANUC strategies and standards.
- Support channel partners in developing opportunities, growing key accounts, and increasing CRX adoption.
- Collaborate with Sales, Marketing, Engineering, and Product teams to accelerate market penetration and channel effectiveness.
- Monitor competitive activity, industry trends, and market opportunities to support growth initiatives.
- Key Performance Measures
Market share growth
- Distributor and Device Partner performance attainment.
- Channel-generated sales and opportunities.
- New partner recruitment and channel coverage expansion.
- Competitive wins and partner conversions.
- Percentage of channel partners achieving established growth objectives.
What You Need
- Bachelor’s degree in engineering, Business Administration or related field; or equivalent relevant experience.
- Minimum 5 years of experience with customer interface or selling, preferably in a capital equipment environment.
- Demonstrated experience designing and implementing scalable business processes or growth programs
- Technical competency in automation applications from actual plant experience or formal education.
- Robotic application engineering and robot programming knowledge.
What Would Be Even Better
- Master’s degree in engineering, Business Administration, or related field.
- 5+ years of experience with customer interface and selling in a capital equipment environment.
- Extensive knowledge of manufacturing processes.
- Experience working with distributor or channel-based sales models preferred
- Fundamental understanding of FANUC product catalog and applications, especially the CRX cobot product line.
It’s Your Move
At FANUC America, we are driven by a deep respect for our people and a commitment to building a workplace dedicated to integrity and excellence. We believe that great careers are built through opportunity, growth, and collaboration—and we’re excited to invite talented individuals like you to explore what’s possible with us.
Joining FANUC means becoming part of a team that values your unique perspective and encourages continuous learning and collaboration. We foster a culture where respect and innovation go hand in hand, and where your contributions help shape the future of automation and robotics.
If you're ready to take the next step in your career, we invite you to apply today. We look forward to learning more about you!
We offer market competitive pay and benefits programs, as well as opportunities for advancement, knowledge and skill development, and recognition of individual achievements. In addition, we offer the following benefits to our employees:
- Medical, Dental & Vision Insurance
- 401(k) Retirement Program
- Life Insurance
- Short-Term & Long-Term Disability Plans
- Tuition Reimbursement
- Wellness Program
- Flexible Spending Accounts
- Employee Assistance Program
- Flexible Benefit Dollars
- Generous Holiday & Vacation Program
Sponsorship will not be provided for this position
Skills Required
- Bachelor’s degree in engineering, Business Administration, or a related field, or equivalent relevant experience
- At least 5 years of customer interface or selling experience, preferably in a capital equipment environment
- Experience designing and implementing scalable business processes or growth programs
- Technical competency in automation applications through plant experience or formal education
- Knowledge of robotic application engineering and robot programming
- Master’s degree in engineering, Business Administration, or a related field
- At least 5 years of customer interface and selling experience in a capital equipment environment
- Extensive knowledge of manufacturing processes
- Experience with distributor or channel-based sales models
- Fundamental understanding of FANUC products and applications, especially the CRX cobot product line
FANUC America Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about FANUC America and has not been reviewed or approved by FANUC America.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, spanning medical, dental, and vision insurance along with disability and life insurance. A wellness program is also described as part of the health-and-wellbeing offering.
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Retirement Support — Retirement offerings include a 401(k) savings program as part of the core package. Broader retirement supports such as pension and retirement allowance plans are also highlighted at the parent-company level as part of employee welfare initiatives.
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Leave & Time Off Breadth — Paid vacation and paid holidays are included as standard time-off benefits. Time off is also associated with positive work/life balance in at least one role-specific account.
FANUC America Insights
What We Do
FANUC America Corporation, headquartered in Rochester Hills, MI is the leading supplier of robots, CNC systems and factory automation. Founded in 1982, FANUC America has over 1,500 employees in the Americas. Our team of automation professionals work in customer service, engineering, finance, human resources, IT, logistics, operations, manufacturing, product development, sales & marketing and training. On October 22, 2019, FANUC America hosted a Grand Opening of our new 461,000 square-foot facility in Auburn Hills, Michigan, in order to keep pace with the growing demand for robots and automation. Constructed and in full operation just one year after breaking ground, the new facility houses several departments including engineering, product development, manufacturing and warehousing. FANUC now occupies over one million square feet of building space in Oakland County, Michigan. In 2021, FANUC America was named one of Michigan’s top workplaces by the Detroit Free Press for the 10th consecutive year. In addition, the Chicago Tribune named FANUC America’s Hoffman Estates, IL regional office one of Illinois’ top workplaces.
