Company Description

John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies.

We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards.

John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries.

Job Description

The Regional Channel Partner Business Development Manager is responsible for developing and expanding the company's channel partner network within a designated region. This role involves identifying potential partners, building and maintaining strong relationships, driving sales through the channel, and ensuring partner success. The ideal candidate will have a strong background in sales, business development, and channel management.

Key Responsibilities:

Channel Partner Recruitment:

•Identify and recruit new channel partners to expand the company's reach and market presence.

•Evaluate potential partners' capabilities, market presence, and alignment with the company's goals.

Relationship Management:

•Build and maintain strong relationships with existing and new channel partners.

•Serve as the primary point of contact for partners within the region.

•Conduct regular business reviews with partners to ensure alignment and drive mutual success.

•Responsible to drive agreements renewals and compliance with the business policies

Sales Enablement:

•Provide partners with the necessary tools, training, and support to effectively sell the company's products and services.

•Develop and deliver training programs and materials for partners.

•Assist partners in developing and executing marketing and sales strategies.

Performance Management:

•Monitor partner performance against established targets and KPIs.

•Analyze sales data and provide actionable insights to improve partner performance.

•Address any issues or challenges faced by partners and provide solutions.

Strategic Planning:

•Develop and implement a regional channel strategy to achieve sales and growth objectives for the region.

•Collaborate with internal teams to align channel strategies with overall regional and company goals.

•Identify market trends and opportunities for growth within the region.

Reporting and Analysis:

•Prepare regular reports on channel partner performance, market trends, and sales activities.

•Present findings and recommendations to senior management.

Qualifications

Education/Training:

•Bachelor's degree in Engineering, Business, Marketing, or a related field; MBA preferred.

Experience:

•Minimum of 10 years of experience in channel management, business development, or sales.

•Proven track record of successfully managing and growing channel partner relationships.

•Strong understanding of the regional market and industry trends.

•Excellent communication, negotiation, and interpersonal skills.

•Ability to travel within the region as required.

•Proficiency in CRM software and Microsoft Office Suite.

•Recruit and evaluate new partners.

•Maintain strong partner relationships as primary contact.

•Drive agreement renewals and ensure compliance.

•Provide tools, training, and support to partners.

•Develop and deliver training programs.

•Assist with marketing and sales strategies.

•Monitor and analyze partner performance.

•Develop and implement regional channel strategies.

•Align strategies with company goals.

Prepare performance reports and present recommendations

Additional Information

With colleagues stretching across the globe, we are proud of our diversity. To foster inclusivity, we run employee resource groups (ERGs) to provide a safe space for employees to connect and support each other. Our cross-business ERGs include Veterans, Pride Network, Black Employee Network, Women@Work Network, and Neurodiversity.

Across our company, we recognize excellence, culminating in the Smiths Excellence Awards, our annual celebration of the most extraordinary activities, people, and projects that best showcase our strengths and help drive our business forward. We announce these on our annual Smiths Day, a global celebration of Smiths around our network.

Join us for a great career with competitive compensation and benefits, while helping engineer a better future.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, colour, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)