Business Unit and Position Summary:
Crane ChemPharma & Energy is a division within the Crane Process Flow Technologies segment of Crane Co, a US multi-national company which specializes in highly engineered products in niche markets. Crane ChemPharma & Energy designs, manufactures, markets and distributes a range of process valves, actuators, and pipe under multiple brand names for a wide range of applications in a number of industries including the refinery, chemical, pharmaceutical, and energy industries.
www.craneco.com www.cranecpe.com
The Channel Manager will support our Channel BD Manager in growing our sales by developing strategies to significantly improve our channel position. This position will have high visibility to our Senior leadership team and critical contributor to our growth ambitions. The Channel Manager has responsibility of managing customer interaction and channel strategy with the distribution partners in their assigned region. This individual will work closely with Regional Sales Managers, Business Line Managers, Sales Engineers, Customer Service, and others in the Crane ChemPharma & Energy organization to coordinate product / competitive strategies in order to increase our market share with the target distributors.
PRINCIPLE RESPONSIBILITIES:
Responsible for the development of market research and analysis for assigned market and territories, working with the Channel Business Analyst.
Responsible for coordinating with Sales Engineers and Regional Sales Managers in order to achieve annual strategic sales goals.
Evaluate and present channel options to senior leadership and business line management teams, and identify new share gain opportunities.
Partner with RSM, BLM(s) and Channel BD Manager to interpret Sales trends and define areas for improvement.
Develop short-term and long-term strategy and support implementation of goals based on market trends, sales trends of key products and market share.
Key deliverable to include monthly/quarterly assessment of key distribution partners’ performance to drive alignment and best practices. Unpack and share findings on a regular basis to the Sales Team and prepare reports accordingly to advise Crane leadership on progress.
Other duties, as assigned.
QUALIFICATIONS/EXPERIENCE:
Bachelor’s degree required.
Demonstrated technical and analytical aptitude.
Strong business acumen and experience building business cases for investment.
Experience working in Distribution Management and selling highly engineered products such as valves.
Exceptional interpersonal and communication skills with ability to quickly build relationships with senior level executives.
Strong knowledge of how to create a product value proposition to win projects versus competition.
Ability to respond with a strong sense of urgency and care to customer requests, inquiries, and problems.
Must be able to travel as necessary, mostly within the US, but occasionally overseas.
This position is not eligible for visa sponsorship.
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This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.
Skills Required
- Bachelor's degree
- Experience in Distribution Management and selling highly engineered products (eg, valves)
- Technical and analytical aptitude
- Strong business acumen and experience building business cases
- Exceptional interpersonal and communication skills, ability to build relationships with senior executives
- Knowledge of creating product value propositions to win projects versus competition
- Ability to respond with urgency and care to customer requests and problems
- Willingness and ability to travel as necessary (mostly US, occasionally overseas)
What We Do
Crane employees share a proud 150-year-plus history of doing business the right way—treating people fairly, dealing honestly and ethically with customers, suppliers, and shareholders, and working hard to meet or exceed the expectations of customers. They also share a fascinating history of innovation dating from the early years of the Industrial Revolution to the current era of technology-driven product development and improvement. Crane is committed to the highest standards of business conduct. We strive to create value for all our stakeholders with a highly disciplined approach to materially strengthening our businesses through successful implementation of the Crane Business System, through strategic linkages among our businesses, and through utilization of strong free cash flow for strategic acquisitions.
