089501 - Director - Sales

Who You Are

In this Director – Sales role, you will be responsible for providing sound leadership and direction for the National Distribution and Authorized System Integrator (ASI) network, as well as the team that supports this network, to grow FANUC Market share through a specialization-based channel strategy. You’ll focus on developing high-performing integrators with deep expertise in targeted industries and applications, improving customer success, increasing robot adoption, strengthening partner relationships, and leading the team of Account Specialists who also support the ASI network based on region.

You’ll interface daily with FANUC America Corporation’s (FAC) sales and support resources, along with direct and distribution customers to grow national distribution market share, and FAC’s profitability.

The ideal candidate is a strategic thinking problem-solver with a growth mindset and a background in sales within the automation industry, specifically with knowledge of FANUC America and the ASI program. You must be professional, customer-focused, and results-driven with proven experience effectively leading and motivating teams from all backgrounds and experience levels, as well as partnering with customers to develop strong working relationships ensuring continued business.

How It’s Done

• Develop and execute national distribution and sales strategies that increase FANUC market share, unit sales, win rates, and robot content per project across targeted industries and applications
• Analyze market opportunities, competitive positioning, industry trends, customer requirements, and emerging applications to identify growth opportunities and guide strategic business development initiatives
• Drive ASI specialization by aligning integrators to defined industry segments, applications, and automation solutions while reducing partner overlap and channel conflict through clear market ownership and accountability
• Recruit, develop, retain, and optimize a high-performing network of strategic integrators committed to long-term growth with FANUC, while expanding coverage in key and emerging markets
• Lead, coach, and develop the team through performance management, annual performance planning, succession planning, and leadership development to achieve growth, recruitment, and innovation objectives
• Establish and execute plans that leverage organizational strengths, address performance gaps or opportunities, and increase sales growth through both existing and newly recruited integrators
• Ensure employees and channel partners provide industry leadership and actionable market intelligence, including customer requirements, competitive insights, market forecasts, emerging technologies, and new end-user opportunities
• Collaborate cross-functionally with sales, engineering, marketing, and product development teams to support growth initiatives, new solution development, and successful market adoption
• Continuously enhance FANUC's distribution program through partner development, technical and sales training, innovative marketing programs, industry engagement, conferences, and value-added initiatives that differentiate FANUC from competitors
• Build and strengthen partner capabilities, solution expertise, and industry knowledge to improve customer outcomes, accelerate automation adoption, and support long-term business growth

What You Need

• Bachelor’s degree in engineering or business-related field, or equivalent relevant experience
• Minimum five years’ successful selling experience required in capital equipment environment
• Minimum five years of experience and involvement with cross-functional groups, specifically engineering, marketing and sales within the automation industry
• Established record in developing customer base in non-existent sales territories or markets
• Ability to establish and achieve business objectives based on the National Distribution divisional strategy
• Ability to analyze business situations and develop recommended solutions
• Ability to work with customers to understand their needs and provide solutions such that FAC is selected as the preferred supplier

What Would Be Even Better

• Master’s degree in related area
• 10+ years of related sales experience
• 5+ years of direct FAC experience working leading cross-functional groups in engineering, sales, and marketing
• Prior management or supervisory experience leading teams of people in a similar environment with the ability to effectively lead and manage personnel with different backgrounds
• Technical competency in automation applications from actual plant experience

It’s Your Move

At FANUC America, our people are our greatest strength. Guided by our values of Integrity, Dedication, and Excellence, we encourage employees to explore new opportunities, grow their skills, and advance their careers while making a meaningful impact across the organization.

Your experience and insights already make you a valued part of our team. If you're ready to take the next step, we invite you to apply for this position today. Good luck—and thank you for your continued dedication to FANUC America.

Sponsorship will not be provided for this position

Equal Opportunity Employer, including disabled and veterans