Sales Channel Director

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.

The Company:

Located in Crawfordsville, Indiana, Banjo Corporation is a leading manufacturer of Liquid Handling Products that service Agriculture and Industrial Applications. Specializing in injected molded, glass-reinforced polypropylene products, Banjo prides itself on innovative design, skillful engineering, precise manufacturing, and finding the solution that works best for your liquid handling needs.  Banjo Liquid Handling Products marketed and sold all over the world: Valves, Electric Valves, Manifold Systems, Dry-Disconnects, IBC/Tank Accessories, Cam Lever Couplings, Pipe Fittings, Line Strainers, and Pumps.

KZValve, located in Greenwood, Nebraska was acquired by IDEX in 2021, bringing innovative valve actuation solutions to the Agriculture portfolio.  Founded in 1976, two brothers created a business founded on single product, Hydra-Halt.  The economical, automated valve used in fertilizer application was the result of the owner experiencing an ammonia spill while side dressing his corn field.  Over the next forty years, KZ Valve built a broad product portfolio of automated valves with safety and modernization being paramount. 

Banjo Corporation and KZValve are a Unit of IDEX Corporation.  IDEX (NYSE: IEX) is a company that has undoubtedly touched your life in some way. In fact, we make thousands of products that are mission critical components in everyday activities. If you or a family member is battling cancer or another life-threatening disease, your doctor may have tested your DNA in a quest to find the best targeted medicine for you. It’s likely your DNA test was run on equipment that contains components made by our IDEX Health & Science team. You can enjoy fresh fruits and vegetables thanks in part to Banjo & KZ Valves, an IDEX company. Banjo and KZ Valves are used on the agriculture sprayers that apply fertilizer on crops. And if you were ever in a car accident, the Hurst Jaws of Life®/LUKAS® tool may have rescued you.

Founded in 1988 with three small, entrepreneurial manufacturing companies, generating a mere $209M in revenue, we are proud to say that we now call 50 diverse businesses around the world part of the IDEX family. With more than 8,800 employees and manufacturing operations in more than 20 countries, IDEX is a high-performing, global $3.2+ billion company committed to making trusted solutions that improve lives. For more information, visit www.idexcorp.com.

The Role:

The Channel Director- North America role is a highly dynamic position responsible for Go-To-Market sales strategy development, execution, and performance of the Banjo and KZValve brands. The successful candidate will develop and deploy channel strategies including the ongoing evaluation and optimization of existing channel partners, as well as, the identification and development of new channel partners to support our revenue, profitability, and growth objectives.  The successful candidate will provide leadership, strategic vision, and functional expertise required to effectively lead a highly accountable and motivated North American regional sales team.  Additionally, they will act as a customer advocate collaborating across business functions and processes ensuring the best customer experience, while recognizing the needs of stakeholders. 

This position reports directly to the Vice President North America Sales & Marketing -Agriculture and can be located remotely in the USA or in the Crawfordsville, IN or Greenwood, NE locations.  Estimated travel will be 40-60% across the USA and Canada.

The Responsibilities:

• Develop and implement go-to-market strategies and programming for each channel based upon value added services, loyalty and strategic alignment. 
• Understand and accurately communicate the brands value proposition to maximize value to customers.
• Cultivate partnerships with channel leaders through collaborative account planning and accountability; Anticipates the business needs of channel partners and looks for ways to collaborate through loyalty programs
• Create a high performance, intensely motivated commercial team that is accountable to clearly established expectations and creates steps to overdrive them
• Collaborate with pricing leader to maximize profitability within the various channels
• Establish specific action plans to steal share from notable competitors and to create a moat of protection to our brands 
• Utilizes 80/20 to drive growth approach.  Seek to understand current and future trends and business landscapes to prioritize and target new customers.
• Develop and execute annual revenue growth plans; pivot when contingencies are necessary
• Create and track a robust new business opportunity funnel to ensure the future health of business
• Co-partner in SIOP inputs and cadence to effectively drive forecast accuracy
• Continuously drive for deep understanding of needs and market conditions of end users, farmers and co-ops
• Understand the sales and internal business processes and systems and challenge to make improvements that serve customers and business more efficiently
• Use IDEX Operating Model fundamentals to manage within the organization
• Identify and develop talent as potential successor(s) to other commercial leadership roles

• Work with Customer Experience leader to ensure optimal tools (training, digital product info, catalogs, etc.) and processes are created to support channel sales needs

The Expectations for Success:

Success will be measured by achieving financial and operational metrics to including, but not limited to:

• Revenue growth
• Funnel health and New Business Opportunity (NBO) hit rate
• Net Standard Margin (NSM) expansion
• ROI of channel programs
• SIOP accuracy

Ownership of the following organizational processes and areas of business are the responsibility of this role:

• Key and Targeted Account Plans
• Co-Sponsorship of CRM and other digital enablement tools
• Channel Management and Programs
• Aftermarket Dealer/Distribution Planning
• Commercial aspects of Trade Compliance

 The Requirements: Knowledge, Skills, Qualities and Capabilities

• Bachelor’s degree in business or sales management, engineering technology or other technical degree or equivalent experience required. MBA preferred
• 10+ years experience in channel management across multiple channels
•  7+ years experience leading a professional sales organization
• Disciplined and successful funnel management and NBO execution
• Executed strategic growth initiatives through market understanding, customer and channel partner relationships 
• Track record of growing, developing, and leading a team of Regional Sales Managers and other members, primarily in a remote capacity
• Proficient in MSDynamics 365 CRM and comfortable learning and adapting to other digital platforms
• Comprehensive experience in go-to-market strategies aimed at dealers, co-ops, wholesaler, retailers, e-commerce, aftermarket service centers and/or distributors highly desired
• Intimate knowledge of fluid handling equipment is preferred
• Results Driven: high personal and team accountability
• Customer Obsession: understands the needs of users and how to collaborate with channel and interdepartmental teams to deliver
• Strong Commercial/Business Acumen: understands the various channels and value added roles they play and how to maximize profit potential in each
• Excellent Communicator: can telescope and deliver compelling points of view to all audiences
• Continuous Improvement Mindset: seeks efficiency in processes and acts on change
• Brand Knowledge: possesses understanding of Banjo/KZValves customers, channels, competitors, and products
• Periscopes Easily from Vision to Execution:  capable of developing a long-term plan with clear end state goals and actions; challenges status quo thinking

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. 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.

Attention Applicants:  If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at [email protected] for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.